The Expert Advisor

The Expert Advisor

Move beyond transactional service and learn how to build influence and relationships, and inspire through communication

Creating positive influence within organizations and with clients requires establishing relationships built on trust. Developing these kinds of relationships require exceptional communication skills, consistency and understanding the audience. This course is for professionals who want to move past the transactional style of a service provider and engage as trusted advisors. This session covers the fundamentals of building influence and relationships and discusses how to inspire through communication.

Key learnings:

  • Adopting the mindset of an expert advisor.
  • Inspiring the belief that we can enhance the ability of our audience.
  • Building relationships and deepening trust in every conversation.
  • Using listening to help the audience uncover their true opportunity.
  • Expanding the audience’s understanding of what is possible.
  • Confidently providing the audience with solutions and advice.

Agenda

I. BECOMING AN EXPERT ADVISOR – MINDSET + SKILL SET

  • An expert advisor helps enhance what a client can achieve.
  • Acting as an advisor requires a shift in mindset + skill set.
  • Mindset: Vision, Preparation, Authenticity and Accessibility.
  • Skill Set: Clarity of Thought and Expression.
  • Workshop:Differentiating between a service provider and an advisor.

II. CLARITY OF THOUGHT – DEEPENING RELATIONSHIPS

  • From utility to ability: Adopting an advisor mindset.
  • Understanding how to build trust and deepen relationships.
  • Accessing the client perspective: Who they are and what matters to them.
  • Developing a vision: Pre-meeting and post-meeting discussions.
  • Workshop:Discussing current opportunities to deepen relationships.

III. CLARITY OF THOUGHT – LISTENING

  • Leading through listening: Physical, mental and emotional.
  • Taking notes that deepen understanding and drive post-meeting strategy.
  • Encouraging our audience: Prompting, directing and acknowledging.
  • Demonstrating understanding: Reflecting, paraphrasing and summary.
  • Workshop:In small groups, participants will practice the above skills.

IV. CLARITY OF EXPRESSION – QUESTIONING

  • Expanding the realm of the possible: Uncovering the real opportunity.
  • Using standard and client-specific questions to lead the discussion.
  • Using the question funnel to focus the discussion.
  • Using appreciative inquiry to understand and define expectations.
  • Workshop:In small groups, participants will practice the above skills.

V. CLARITY OF EXPRESSION – ADVISING

  • Communicating in a style that encourages receptiveness.
  • Be the advisor: providing your audience with guidance and solutions.
  • Inviting the audience to partner on a deeper level.
  • Workshop:In small groups, participants will practice the above skills.

VI. CLOSING THE SESSION

  • Building your cadence – a daily effort.