Who should attend

Anyone who wants to become better at growing relationships with clients.

ABOUT THE Session

As a practitioner and subject matter expert, you excel at delivering high-quality work for your clients.  But now, you’ve been asked to grow your firm’s business relationship with those clients.  

In theory, organic growth sounds easy enough.  After all, you know the client and their business well.  You’re a trusted partner. The door is open.

But switching hats — from collaborator/service provider to salesperson/business generator — can  often feel downright awkward, especially if you haven’t mastered the art of how to seamlessly up-sell, cross-sell, or ask for referrals to another department. 

So how can you comfortably retain your status as a trusted advisor while also growing the relationship?   

This class, built on a foundation of personality styles, neuroscience, and psychology, will give you concrete strategies and a four-step methodology that you can use to deepen your relationships and expand the scope of your business with existing clients - without feeling inauthentic or “sales-y.” 

You’ll walk out new insights on your client to help you keep what’s important to them top of mind for your next important conversation, meeting or interaction. We’ll also share concrete tips and techniques used by top salespeople to successfully grow key relationships.  

what you’ll learn

• How to “dig for the carrot” to take a “temperature check” on your client’s corporate culture, current state, and top priorities so that you can stay one step ahead;

• How to use a 4-step methodology to craft an account review or project update that expands your relationship with a client;

• The importance of using point of view to influence behavior;

• How to move from being a content dumper to a meaning maker when reviewing the current state of the account;

• Specific language to use to influence your clients - even if that client has a different communication style than you do;

• How to use examples and storytelling to bring your main points to life;

• How to use the “questioning” technique to uncover information, influence decisions and improve your critical conversations;

• Practices and habits that will help increase your overall presence and salesmanship.

OPTIONAL learning lab WORKSHOP AVAILABLE

Looking to offer participants a hands-on experience after they take this class? Our Learning Lab add-on class may be just the thing.  Learning Labs give participants a chance to bring in their own content and practice key skills for instructor feedback.  So that we can offer a personalized experience, we limit the number of attendees who can join each Learning Lab. Each participant will be asked to complete some light “pre-work” beforehand so they come to the session warmed up and ready to go.