"This kind of thing will really help us maximize revenue. I usually have a bad attitude when it comes to [this] kind of stuff, and I certainly was pleasantly surprised at how much value I derived!"
- T. Osterman, EMC

Consultative Communication:
Influencing and Managing Others

Whether meeting with a peer in another division of your company or with external customers, knowing how to successfully guide and influence is critical. In Consultative Communications, leaders learn how to productively interact with people in small, informal meetings in a way that naturally expands business opportunities.

Leaders learn empathic paraphrasing, probing and surfacing assumptions, heightening their ability to become trusted advisors to peers, colleagues and superiors. Through in-depth listening skills, deeper relationships develop that "synch" participants with peers, customers and partners.

Leaders are coached to expand "conversational territory," and to use interpersonal skills that reduce conflict when probing for information. Dialogue tools equip leaders to take advantage of all communication interactions and uncover areas for cooperation. By sharpening their interpersonal "GUI interface," participants learn to create an environment in which others are more comfortable discussing their real needs. Individuals come away with a dramatically improved ability to influence others in small, informal meetings.

The results of this work:

• Quickly engage others more deeply, opening potential sales opportunities
• Surface mutual mistaken understandings, customer satisfaction
• Build a voluntary referral base
• Develop a network of opportunities within organizations

Specific Skills Mastered:

• Turning negative feedback into deeper understanding and relationships
• Creating an environment where others are free to express hidden preconceptions
• Increasing sensitivity to others' perceptions and create an ongoing dialogue between equals

Delivery: Customized formats, including workshops, online, one-on-one coaching and consulting.