Business & IT Convergence - Engaging the Stakeholder (BIC-ESH)

Detailed Course Outline

Communication Basics
  • What is communication?
  • The different levels of a message
  • Understand the elements of communication
  • Questioning techniques
  • Listening techniques
  • How to master active listening
  • Avoid pitfalls and manage conflict
  • Applying communication basics
SPIN – Finding the Need of Stakeholders
  • Uncovering and developing customer needs
  • Understand the SPIN® model
  • Apply questioning techniques along SPIN
  • Obtaining commitment
Storytelling Basics
  • Storytelling as a powerful way of communication
  • Powerpoint is not storytelling: the relevance of stories in sales
  • The structure and elements of a good story – what does the hero journey teach us?
  • Building personality: some stories a good sales person must be able to tell
  • Practice storytelling in sales
Presence and Presentation Techniques
  • The pillars of a good presentation
  • Building a compelling presentation with F.R.A.K.T.A.L.
  • Telling a story with presentation
  • Becoming a good presenter and gain presence
  • Align speech, content and presentation style
  • Master the audience
  • Seeing is believing: developing demonstration routines
  • How to develop a powerful demonstration
Approaching the C-Level
  • The world of the C-Level executive
  • Speaking the Language of business
  • Accessing the executive level
  • Obtaining executive-level sponsorships