Mindset and Intentions
This module introduces participants to the foundation of Mindset - the catalyst to becoming genuinely "focused on the client".
It applies to all professionals who work with clients and have a genuine desire to be integral in sourcing solutions from a clients’ perspective. This may differ from traditional roles and practices.
The module focuses on a different approach to client interactions and a shift from historical methods used in the vast majority of industries, commerce and professions.
This module introduces participants to the concept of communication styles and how an understanding of ourselves, and our clients and potential clients is a prerequisite for effective communication. It also explores the different ways we listen to each other and the power of open questions.
This module explores the historical language (and reaffirms the mindset) of self-centred, self-serving conversations and introduces the newer language of client-centred, client-serving conversations.
With knowledge and understanding from the first two modules, client-facing professionals can now choose their mindset and their intentions and utilise the insights around communication styles (of both themselves and their clients) to formulate and conduct meaningful conversations with potential and existing clients.
The module provides a structured approach for client meeting preparations and raises awareness of the subtle nuances and conversational differences that can make a real impact.
The Art & Science of Referrals
Asking existing clients and other professionals for “referrals”, is the second hardest thing we ever do in business. The hardest thing we ever do in business is to refer our clients to someone else. This is due to the feelings invoked during this process.
This module will challenge your thinking about “referrals” and explore how intentions and mindset influence our language which can change this experience for us, our clients, and our professional partners.