Learning Objectives

Participants that complete this workshop will :

• How to become a "trusted advisor"
• When to ask, when to haggle, when to negotiate
• Effectively negotiate (The "give and take")
• Understand the Pareto Principle
• Identify and segment clients to maximize efficiency
• Understand the importance of consistency
• Understand perception
• Understand and build rapport and maintain trust
• Understand empathy
• Understand social styles and the effects on communication
• Utilize social and emotional intelligence
• Utilize the tenants of powerful communication
• Understand the role of body language and how to use it effectively
• Use questions appropriately
• Listen and provide feedback effectively
• Steer relationships, not push them
• Recognize and seize "moments of truth"
• Document, analyze (SWOT), and map their relationships
• Prepare for key conversations
• Become an influencer
• Use the M.O.N.E.Y system for relationship management

Case Studies