Successful consulting – IDAR®

This programme helps technical consultants to become proficient partners in communicating with customers. It enables the consultant to uncover the real causes of difficulties.

The consultant picks up potential leads, thereby helping the customer, the own employer and enhancing the position of the consultant within the organisation.

Participants employ the efficient IDAR® communication strategy in order to persuade and to evoke confidence when dealing with customers. They recognise the real causes of difficulties and are able to establish long term partnerships by means of their offer.
Duration: 2 days basic & 2 days consolidation / refresher training
Participants: 6 – 12

Advantages of the IDAR® consulting model
The course represents the successful consul/ng model in five steps, from the facts to the final solution.
1. Seeking information / facts
2. Seeking difficulties / mapping problems
3. Advantage statement / Drawing possible solutions
4. Seeking requirements and expectations / pinning down the extent of the solution
5. Benefit statement / delivering the solution that responds directly to the customer’s needs and requirements.

Course Contents:
- Awareness for the own behaviour in technical consultation
- Familiarisation with the IDAR® communication strategy when negotiating with clients (the client dialogue as a means of establishing and sustaining confidence)
- Up to date employment of argumentation and presentation
- Professional handling of objections and complaints