Savage Communications
TRUSTED ADVISOR
09.30-17.00
THURSDAY 11 JULY
WE ARE LIVE IN
VENUE
Meeting room 1
Chancery House
53-64 Chancery Lane
London WC2A 1QS
PRE-WORK
There is pre-work to complete by Wednesday 26 June.
This thought-provoking workshop provides the advanced communication skills to be able to influence at the highest level.
You will have the confidence to gain buy-in and impact important business decisions. You will learn how to establish trusted advisor status, driving conversations, confidently and assertively. You will gain valuable techniques for forging strong working relationships with different types of clients.
ESTABLISHING TRUSTED ADVISOR STATUS
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Understand the components of trusted relationships and benchmark your own trusted advisor status
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Learn about the trust equation and how to improve your score
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Know your leverage and why your clients need you
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Appreciate client motivators and common bugbears
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Hold regular health check conversations
INFLUENCING & PERSUADING
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Communicate with gravitas and authority, whatever your seniority
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Use persuasive language to grow accounts organically
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Actively seek opportunities beyond the agreed scope
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Build an irrefutable business case, using the NOSE model
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Adopt a ‘value not cost’ mindset; sell the ‘why’ not the ‘what’
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Use assertive language to land your message
LEADING MEETINGS AUTHORITATIVELY
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Know how to chair meetings and contribute with conviction
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Understand meeting rituals and your role
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Master the art of intelligent small talk and powerful questions
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Stay present and demonstrate active listening
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Maintain a strong physical presence
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Drive an outcome-driven agenda
HANDLING CHALLENGING CONVERSATIONS
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Manage disgruntled clients
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Deal with dominant clients, in a way that is ‘elegantly assertive’
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Think on your feet
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Field difficult questions and objections
PREPARATION
In preparation for this training, please send your responses to these questions to Sarah by Wednesday 26 June.
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What are your objectives for the session? Please discuss this with your line manager.
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What is your biggest challenge when establishing trusted advisor status with your clients ?
WHAT PEOPLE SAY
FLEISHMANHILLARD
ACCOUNT MANAGER
Isobel did a wonderful job of leading a fun, engaging and energetic session. The day whizzed by and I feel like I came away with some actionable insights.
LANSONS
ACCOUNT MANAGER
The training was great, very informative and with practical examples. It helped translate the theory well into practice and I enjoyed the exercises!
BIOSCRIPT
MEDICAL WRITER
An excellent and very helpful training - I have very much enjoyed this and was lovely to hear others talk about their thoughts etc - I found this very helpful. Isobel was so lovely, friendly and helpful.
