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Bridging Technical Expertise with Business Success
As organizations strive to address their clients’ critical business issues, technical professionals play an important role in creating and implementing solutions for external and internal clients. While they are experts in their areas, many technical professionals are not equipped to handle the business side of a project. They need consultative problem-solving skills to create value for clients, and they need to integrate their technical skills into The Consultative Process™. When they are able to do this, the technical profession becomes a real source of competitive advantage.
Who can Take Advantage of This Program?
Salespeople and technical Professionals who engage with clients and need consultative problem-solving skills will benefit from this program. It helps them integrate to technical expertise with business impact for stronger client relationships.
The Consultative Process™ Approach
The Consultative Process™ introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals to become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. The Consultative Process™ examines a business relationship from the client’s viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product. Knowing how to effectively address each of the four NOs can help you to differentiate between a successful relationship and an ineffective interaction.
Results You Can Achieve
The Consultative Process™ establishes a basic philosophy of consulting with a common and easily understood approach. Implemented as a flexible and integrated human performance improvement solution, it enables a consistent client experience from technical professionals, effective coaching and performance management with a variety of tools, and overall increased effectiveness.
18%
Revenue can be attributed to The Consultative Process™.
40%
Boost in deals with the consultative strategy
85%
More than 85% of participants indicated change in behaviour.
Results You Can Achieve
The Consultative Process™ establishes a basic philosophy of consulting with a common and easily understood approach. Implemented as a flexible and integrated human performance improvement solution, it enables a consistent client experience from technical professionals, effective coaching and performance management with a variety of tools, and overall increased effectiveness.
18%
Revenue can be attributed to The Consultative Process™.
40%
Boost in deals with the consultative strategy
85%
More than 85% of participants indicated change in behaviour.
The Performance Improvement Journey
Wilson Learning believes that learning must be transferred to day-to-day work practices. To achieve this, The Consultative Process™ includes components and activities that enhance Participant Readiness, Learning Transfer, and Organizational Alignment.
Enabling Improved Performance
Driving behavior and performance change requires constant reinforcement. It’s for this reason that organizations that use The Consultative Process™ can access optional application, reinforcement, and support tools. These additional learning components—application exercises, job aid cards, planners, etc.—can be customized to ensure that technical professionals can continue to enhance their newly acquired skills and behaviors upon returning to work. Involving managers early on and training them to coach for improved performance is also fundamental to a successful The Consultative Process™ implementation.
To discover how we ensure learning is reinforced and applied for improved performance, read more about our Learning Journeys.
Track, Measure, and Maximize Sales Performance
Wilson Learning will partner with your organization to measure the initial behavioral changes and business results. We will work with you to set up evaluation systems that help improve outcomes and sustain the momentum of your implementation.
To learn more about measuring the impact of learning, visit Measurement.
Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Training
Virtual Instructor-Led Training
On-Demand Blended Learning
Train-the-Trainer
Training Formats to Fit Your Needs
A range of delivery options are available to enabling you to tailor your training approach to maximize engagement and effectiveness:
On-site Instructor-Led Training
Virtual Instructor-Led Training
On-Demand Blended Learning
Train-the-Trainer
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