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Making Sense of Complexity
Participants examine several consulting tools, such as the “Seven P” model, the issues scope and the depth finder. These models help the salesperson examine all the areas in a client’s business that may be affected by the desired change. The models allow the salesperson to raise critical issues and bring value by suggesting solutions to foreseen and unforeseen difficulties.
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Be able to identify areas of a customer’s business affected by an intended change and bring unexpected value in resolving difficulties.
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Creating Productive Relationships
A second module examines personal value and style in a consulting relationship. It expands the idea to include the “culture” of a whole organization. This helps the salesperson to recommend solutions that will work and be accepted in the client’s organization.
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Be able to recommend solutions that will “work” within the culture and values of the client organization.
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Facilitating Meaningful Change
Salespeople and account team members learn how to make agreements with clients around all the big and small steps needed to make a change occur.
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Be able to gain alignment on changes needed to implement a complex solution.
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