The Partnership Selling workshop conveys a process for solving problems in collaboration with clients and partners. It enables the consultant, working in cooperation with their partner, to determine mutual roles, define objectives, recognize true problems and concerns, and respond in a way that creates long-term business partnerships.
This workshop is for anyone who works in client service or a consultative role with external or internal partners.
- Learn to engage clients through rapport
- Identify a client’s needs
- Learn how to gain a real understanding of your client’s requirements
- Learn some powerful needs based questioning techniques
- Build trust and commitment
- Position yourself as a unique source of help
- Practice active listening skills
Program Content / Specific Points of Emphasis
- Build Rapport. Participants explore how to build comfort, establish credibility and trust in the initial stage of the meeting and throughout the relationship.
- Establish Purpose. After any social conversation, there comes a time in the meeting to establish or confirm the purpose of the meeting. Participants practice establishing the purpose of a meeting so as to motivate the client as much as possible, and have them feel that the investments of time and attention will produce a genuine return.
- Uncover Needs. In the spirit of true partnering, participants practice actively engaging the client to define and understand their true problems, identify their desired outcomes, and generate a sense of urgency to address the problems. Participants are coached on a range of communication skills.
- Explore Options. Participants practice a strategy for minimising objections to the recommendation in a way that continues to develop the relationship, enhances the consultant’s credibility, and develops client commitment.
- Handle Issues and Concerns. Participants plan and practice how to address objections or expressions of scepticism in a non-adversarial or non-defensive manner.
- Commit to Action. Suggestions and feedback are given to the participants on how to confirm agreement on the appropriate next steps in a non-coercive way.
The program is best run over two days, but the workshop can be broken into smaller modules – with narrower objectives – to fit two-hour, four-day (half-day), or eight-hour (all-day) workshops. The ideal group size is between 6 to 12.
For More Information
Please use the form below to contact me for more information about the workshop, to discuss how it might conducted or adapted to suit your participants, or to receive more detailed information, such as a sample agenda or initial estimate. You might also check out my page on Engagement Logistics.
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Please contact me by e-mail if you would like more information about the workshop, to discuss how it might be adapted to suit your participants or industry, or to receive a sample agenda.