TECHNIQUES & TOOLS FOR EFFECTIVE CONVERSATIONS PART 3

REFRESHER

• What are the 3 types/forms of questions designed to help with effective listening?Closed, Open, and Conditional

• What is the second most powerful 2 letter word?“If”

• What is the consultants “best friend” in terms of communication tools?

Playbacks• What are the five components of the “Fab Five” ?

Current State, Ideal State, Obstacles/Challenges, Past Solutions, Main Drivers

VALUE VS FEATURES

• Features = Information about how your service or products works

• Value = The worth the client assigns to your products or services

The high performing consultant creates high worth through matching services and products to uncovered client needs, thereby maximizing value and as a result converting more opportunities, quicker

RESOLUTE VALUE PROPOSITION• What are my tangible benefits? • What are the intangible benefits?

• What/who is my “competition”?

How do I connect and optimize the benefits/value Resolute brings and match against the customer needs? Don’t over promise/over commit

(& under deliver) Don’t dwell on or focus on things

of little/no real value to client

Identify / Match as many needs as possible

DELIVERING YOUR SOLUTION:THE NEED TO BE INTENTIONAL

• What you said, what you told me, what you shared….

Who? (It was them)

What? (Their words) Time of day was important, solid

doctrine, deep study was key for you, fellowship with other men...

How? (You meet Their need) We’ve got a Wednesday or Friday

morning option, we use the inductive study method which…