Quick Toolkit Index
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Consultative Roles | PLOT | Expertise Statements | Questioning and Listening | Planning Client Interactions | Work Agreements | Solutions and Recommendations | Handling Objections
Consultative Roles
Use this tool to help you identify the role(s) you should emphasize in upcoming interactions with your clients, and to assess your strengths and areas for improvement in applying those roles to your recent client interactions.
Use this tool to help you identify the role(s) you should emphasize in upcoming interactions with your clients, and to assess your strengths and areas for improvement in applying those roles to your recent client interactions.
PLOT
Use this tool to help you profile your client in order to understand their motivation --- what hooks them --- and develop strategies for interacting with and appropriately influencing them.
Use this tool to help you profile your client in order to understand their motivation --- what hooks them --- and develop strategies for interacting with and appropriately influencing them.
Templates:
Expertise Statements
Use this tool when you want to apply your expertise as a way to influence others, introduce yourself, or sell your ideas.
Use this tool when you want to apply your expertise as a way to influence others, introduce yourself, or sell your ideas.
Questioning and Listening
Use this tool when you are having difficulty with questioning and listening or want a refresher on questioning and listening skills.
Use this tool when you are having difficulty with questioning and listening or want a refresher on questioning and listening skills.
Work Agreements
Use this tool when you need to prepare a work agreement for a new project or revise the work agreement for an existing team.
Use this tool when you need to prepare a work agreement for a new project or revise the work agreement for an existing team.
Templates:
Solutions and Recommendations
Use this tool to develop solutions and recommendations, present them to your client(s), and gain agreement for moving forward.
Use this tool to develop solutions and recommendations, present them to your client(s), and gain agreement for moving forward.
Templates:
Handling Objections
Use this tool when you are encountering objections to your ideas or recommendations, or when you are preparing to present recommendations and anticipate objections.
Use this tool when you are encountering objections to your ideas or recommendations, or when you are preparing to present recommendations and anticipate objections.
Coach Toolkit
Coaching for Analyzing Situations
Use this tool when someone comes to you for advice or coaching.
Use this tool when someone comes to you for advice or coaching.
Coaching Client Interactions
Use this tool when you are observing a consultant in an interaction or recreating that interaction with him.
Use this tool when you are observing a consultant in an interaction or recreating that interaction with him.
Conducting MCI Role Plays
Use this tool for creating business-relevant scenarios and conducting MCI role plays with groups.
Use this tool for creating business-relevant scenarios and conducting MCI role plays with groups.
Templates: