Programme training Consultancy Skills
Interpersonal Skills
- A better understanding of your consultancy style, and exploring other styles;
- A better understanding of your first impression, credibility, and persuasiveness;
- Deal with the feeling that you did not have real contact after a counselling session;
- Raise your insight in human nature with the most important non-verbal signals in counselling sessions;
- A better understanding of how you can identify real motives: the question behind the question.
Commercial Skills
- Build a partnership with your client;
- Create real game rules for quotations;
- Deal efficiently with paid and unpaid work, and real time management of acquisition and relation management;
- Better understand how to deal with different (annoying) types;;
- Better understand the kinds of buy signals and decision criteria in delivering services;
- Deal efficiently with purchaser tricks, fake objections, and false arguments.
The consultant as a professional
- Carry a firm message in a soft and desirable way;
- Surface the question behind the question;
- Deal efficiently with the integrity conflict and ethics because of your role as canvasser and consultant;
- Proficiency in reporting and presenting a consultation;
- Examine the stages involved in presentation skills, and positioning yourself, your company, and your services;
- Better understand the do’s en don’ts in organization sensitivity within your counselling environment;
- Better understand and get attitude training on the position of consultant within Dutch economy.
Results
The Consultancy Skills Training will teach you:
- How to hold efficient interpersonal conversations at relational, process, and content level;
- Acquiring business etiquette and -factors that lead to the indefinable turning point;
- How to deal with tense situations;
- How to examine the inventory questions: how to make the (whole) issue clear;
- How to better understand the expectation management: what does your interlocutor expect or not, and how can you exceed those expectations?
- Examine advisory selling: consultancy strategies, influencing process, and acceptation techniques;
- Seeking a balance between three roles: that of content expert, consultant, and canvasser.
Specifications
Number of participants
4 to 6 persons
Blended Training forms
- As a 1 day- or 2 day-course, depending on preliminary knowledge
- As a programme in several (4-6) day parts.
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