Event Details
Participants on the Strategic Internal Business Partner training course will be able to:
- 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 buyers to admit and own their problems or needs
- Problem diagnosis
- Vision creation and your capability statement
- Close the meeting and agree on further exploration
Buyer Qualification
- Buyer (internal customer) qualification
- Negotiating the ‘sell’ cycle
- Proposal definition
- Gaining access to the real decision maker
- Cell 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
- Course summary and review
This course is available in the following locations:
Nigeria - $3000
Ghana - $6000
Rwanda - $7000
UK - $8000
USA - $8000