Things start to go wrong when the internal consultant presents their ideas focusing on the features of the change and the benefits of the change from the consultant’s and possibly the organisation’s perspective, with little effort to articulate the impact on the listener and how the change will benefit them personally.
The approach - putting people and relationships first - seems obvious and conceptually easy. The implementation is another story.
Some ideas to help you:
The GROW coaching model, which stands for:
- Goals - what we want to achieve.
- Reality - where we are now.
- Options - what we can do.
- Will/When - what will we commit to and by when.
- Surface - to uncover facts.
- Hunt - to understand challenges.
- Adjust - to check, ask permission or change direction.
- Paint - to understand desired outcomes.
- Engage - to agree what happens next.
In summary
The mindset of helping buyers make the best decision for them, as opposed to pushing a solution that is best for the seller, applies equally in an internal or external consulting/selling environment.Everyone sells. Some people sell ideas, some sell services and some sell products. Some ‘sell’ internally within an organisation; some externally. In an incredibly competitive world, the best way to differentiate your product, service or idea is through focusing on the people side of the ‘sale’- on the quality of the relationship.
Whatever you sell and whoever you sell to, building a better relationship will help you do it better.
