The Importance of Influence
23 November, 2020When you are trying to become an influencer, you have to put in the work to build your skills....
Does your organisation need consulting skills training? Your team includes professional services people who are experts in their subject area. They may not be as comfortable with the commercial aspects of managing clients as they are with the technical challenges. How skilled are they in working within a strategic context, maintaining client relationships, presenting, influencing, negotiating client demands, identifying opportunities to build business and selling?
This Consulting Skills program helps professional services people build the confidence and ability to increase service levels and thereby create more value for your own business and your client.
Tailored in-house Consulting Skills Training for Professional Services People – virtual or in-house – Melbourne – Sydney – Brisbane – Adelaide – Perth – Hobart – Darwin – Canberra – all regional areas – Asia – and anywhere else
Audience
Client facing IT Consultants, engineers, solutions architects, lawyers, advertising professionals, project managers, accountants, financial advisers and other consultants and professional services people.
Outcomes
In a typical full-day consulting skills training program participants learn how to:
- Align activities with the overarching strategy
- Become a trusted adviser
- Engage in a consultative dialogue
- Understand that selling is about adding value to their client’s organisation
- Analyse client motivations and decision making
- Use project management techniques
- Conduct effective client meetings
- Use advanced communication and influencing strategies
If there is more time we can also learn to:
- Deal with difficult situations and unreasonable expectations
- Present to clients and stakeholders
- Assertively negotiate
- Document and report on progress
- Write concise, clear and actionable emails
- Review progress and ensure continuous improvement
- Use storytelling to build influence and sell
- Advanced solution selling techniques
Delivered in-house at your premises or in an online virtual classroom
We deliver our consultancy skills training programs either through:
- Face-to-face workshops at your offices – in line with restrictions on people gatherings in your state.
- Impactful live online workshops.
All our facilitators are certified in COVID-19 Infection Prevention and Control Training by the Australian Department of Health. Therefore, you can rest assured we will deliver safe face-to-face workshops in collaboration with you.
Tailored in-house consulting skills training program delivered on your premises
We deliver this commercial consulting skills course as a one-hour interactive presentation or a multiple-day learning program and everything in between. We also coach individuals to develop commercial consulting skills. Delivering a tailored in-house commercial consulting skills training program is economical and effective. Ask us how we can tailor the program to suit your needs:
- call 1300 655 098
- start a chat at the bottom of our page
- send us a message.
Related client influencing and consultancy skills related blogs
3 vital project management skills for effective leadership
05 May, 2020Whether you're looking to bolster your skills as an executive or hoping to jump-start your learning at the ground floor here are three skills that every effective leader must possess....
Optimising Workplace Effectiveness Through Self Leadership
10 March, 2020A leader is able to influence people in order to achieve set goals. Self-leadership is the ability to influence your own thoughts and behavior to achieve your own goals....
Why It’s Crucial To Negotiate Successfully In the Workplace
06 March, 2020Are you using your negotiating skills successfully in the workplace? If not, you might need to prioritise using them until it becomes second nature....
3 reasons why influencing skills improves your workplace
29 January, 2020Here are 3 reasons why influencing skills can improve your workplace....
Commercial consultancy skills training testimonials
Renee has excellent knowledge, is friendly and helpful. Greatly appreciated her flexibility and ability to tailor the course for the group.
The facilitation was fantastic. Really liked the way that we all were engaged in the workshop.
All examples were highly relevant and focused at our industry – Renee’s knowledge of the industry and company really helped. You may think you know everything required for your role – this course will identify areas you never knew.
Renee presented the course in an interesting vibrant way. The content was perfect for me and my new sales role.
Practical advice which will be implemented immediately. Appreciated Lynne’s efforts to answers everyone’s questions and she provided great responses.
Renee was very clear and to the point. Covered a broad range of methods. The course was very well set up and structured. I would definitely recommend this course, it opens the mind to different ways of processing information.
Lordien was a fantastic presenter. Her knowledge and the way she engaged with all participants was above and beyond. The two days sales course was beneficial to me as the content was easy to follow, engaging, very in depth. Lordien was understanding and able to share her own experiences. She helped me develop my own sales techniques. I found the in depth content and group work valuable.
I have attended a few weekend workshops on Negotiation, behaviour and influence/coaching, but David’s industry experience really helped me visualise new techniques easily.
Loved the session. I’ve got a lot to look forward to with the learning that I got out of this session. The breakout rooms were great for interactive communications.
After courses in the past, I wasn’t sure what to expect, but it far exceeded my expectations. Renee was engaging and bright. The topics covered were concise and easy to digest. I especially enjoyed the information on networking and learning styles.
The course exceeded my expectations and left me with a lot of confidence going forward. The delivery of the material was exceptional. Renee delivered practical and real world examples making it easier to apply the knowledge gained. Great course! Renee made a challenging and daunting task seem enjoyable and less complex. I am looking forward to applying the knowledge that I have learnt today.
Renee was ten times more engaging than I expected and has given me the techniques to be more confident as a saleperson.
Ralph is brilliant, friendly, engaged realistic. Ralph was a pleasure to learn from. He understood that we are already sales professionals and didn’t preach or lecture to us.
Matthew presented well. He gave us simple yet effective tools to apply in our every-day work life. He focused on real life examples, which I could relate to very well.
Excellent. Very credible as Naomi has past experience as a lender/leader/coach. Great rapport building with the class. I loved the content and found the course to be very beneficial to our current roles.
Naomi is an experienced and skilled networker and sales trainer who teaches the tools to be an effective sales executive. I feel more equipped to network more effectively. I feel more confident to walk into an event and ensure I make connections.
Naomi was knowledgeable with real hands-on experience. She is engaging and makes sense. A great opportunity to reflect on current skills, share the best practice and plan to move forward. Heritage Bank – Deb Parker
A fantastic informative program designed to understand the key aspects of the sales path. Full recommend to new and experienced sales staff. Lots of tips and new techniques for sales conversion.
David was great, really insightful and experience. He tailored the session on the fly based on the needs and experience of the team. Great techniques for me personally to try and also for the rest of my team. I thought the sessions were great. A good mix of role playing and theories.
Very relatable excellent program. Refreshing to get a scope of further techniques, approaches and advice. Grand outlook on how diverse selling can be and techniques to different customers, needs and outlooks.
Read more commercial skills testimonials
Free eCoaching: ask an ICML trainer – get advice on commercial consulting skills
Do you have any questions about commercial consultancy skills you’d like to ask? Do it here. One of our trainers will answer on the page and we’ll let you know by email when we post the response. We aim to come back to you within a few business days. If you need more urgent advice, try our chat at the bottom of the page.