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Senior Consultants’ Symposium: Attendance is limited to Senior Consultants, Principals and Profit Center Managers. This Module was created to satisfy requests for a symposium that addresses the unique needs of senior consultants. Among other benefits of attending the program, you will receive a unique booklet that contains more than 100 ways to strengthen relationships with your current clients and re-establish favorable contact with former clients.
A survey indicated that four topics are of special interest, and they will be introduced and discussed during the symposium.
- Advanced Communication Skills For Consultants
- Evaluating Client Needs To Secure Engagements
- Strategies For Developing New Clients
- Cultivating Client Relationships Between Engagements
** NOTE ** This Symposium is conducted by STI’s Senior Trainer, Conrad Elnes, whose experience with hundreds of consultants validates the value of these skills for helping you build your practice.
Fill out a form to tell us what topics you are interested in, call for a quote or email us at info@salesinstitute.com for more information. We will provide you with an estimate of the training time required, our fees (including participant workbooks and manager recommendations for training support), and we will give you available dates when we can work with your staff.
PROGRAM TOPICS:
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Eliminating the INs That Keep You OUT! Try as hard as you can, but you will not receive an engagement letter from certain prospects. Why? Eight potential INs are conspiring to keep you OUT. Learn how to eliminate them and get selected.
- Understanding Disguised Communication - Prospects and clients often disguise the true meaning of what they say. Responding to their words, not their meaning, can cost you many engagements. Learn the code to get selected.
- Answering Loaded Questions - Does it concern you that 70% of client/prospect questions are loaded; that is, there is a hidden reason why they ask. If your answer provides accurate information, you may lose an engagement.
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Drill-Down Probing Skills - If a prospect tells you he/she wants “faster project completion,” what does that mean? Two consultant responses are common, one is wrong (engagement lost) and one is right (engagement letter for you). Learn the difference.
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Displacing Your Competition – Part I - Satisfied clients are six times more likely to change consultants than those who are delighted with their current consultant. You can use this knowledge to “Bullet-Proof” your practice and eliminate competitors who are serving the prospects you want to develop.
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Displacing Your Competition – Part II - To displacer the current consultant, you must learn new tools. In this Topic you will learn four ways to drive a wedge between the incumbent and client without saying anything bad about either of them. You get selected!
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Creating A Joint Action Plan - You have a “Sales Plan” and your prospect has a “Buying Plan.” How do you harmonize them into a “Joint Action Plan” to get selected?
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Cultivating Relationships Between Engagements - “Out of sight, out of mind” surely applies to consultants. How do you maintain, and even increase, your visibility in the months or years between engagements. This booklet gives you more than 100 ways to do it and a plan to carry it out.
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