Objective:
- Know how needs develop in the mind of department heads
- Know how internal customers make the decision to “buy”
- Know how to strategically align yourself to the “buyer’s” psychological buying phases
- Know how to handle risk objections
- Convince the internal customer that you understand their business
- Get the internal customer to admit and focus on problems you can address
- Diagnose business problems with a bias toward your capabilities
- How to gain access to and establish credibility with line executives
Content:
Business Patronship Skills
- Consulting, selling and persuasion difficulties of participants
- Identifying where internal customers are having problems
- Background to the role and responsibilities of business partners
- Managing your behavior as a business partner
- Basic principles of being a consultant business partner
- How people/departments “buy” and their levels of need
- Organizational interdependence
- Work with sponsors and decision makers
Understanding Your Audience
- Shifting concerns throughout the ‘buy’ cycle
- Phases of the buying process
- Addressing buyer objections by phase
- Alignment of buying and consulting behavior
- Staying in alignment throughout the cycle
- Anticipating the buyer’s behavior
- Closing without closing and vision creation
- Developing solutions when the buyer has complex problems and you have intangible capabilities
- Conducting a thorough diagnosis of needs
- Leading the buyer to an agreed vision
Leading, Motivating and Securing Strategic Alignment
- Strategic alignment
- Initial meeting introduction
- Meeting objective and your positioning statement
- Transition into vision creation
- Getting buyer to admit and own their problem or needs
- Problem diagnosis
- Vision creation and your capability statement
- Close the meeting and agree further exploration
Buyer Qualification
- Buyer (internal customer) qualification
- Negotiating the ‘sell’ cycle
- Proposal definition
- Gaining access to the real decision maker
- Sell cycle control emails
- When to use key consulting steps
- Consulting activity by phase
- Competitive strategies
- Building tactical competitive tools using the language of your internal customer
From Theory to Implementation
- Negotiation skills
- Buyer’s and the business partner’s emotional hurdle
- How to negotiate the ‘sell’ cycle in advance
- The five components of cost justification using a specific cost justification model
- How to maximize utilization of technical and other in-house resources
- How to work with third party consultants
For Whom:
This Training of Strategic Internal Business Partner is designed for business partners who have the responsibility for leading, negotiating and building rapport with internal teams, managing change, managing an and implementing strategic objectives. Those who must get the work done through others but who have no formal authority would also greatly benefit from this course.