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Objectives
 For consultants:
-Be most possible employed.
 For company: decrease idle time rate
Techniques to win technical assistance missions.
Be armed to make a difference during an oral meeting. Techniques to win technical assistance missions.
Develop self-confidence
Concerned people
Software engineers, technicians, product managers, project managers, consultants, business managers
Duration
From half-a-day to 3 days. Possible to be individually coached.
Pedagogy
2 possibilities :
Group trainning:
Possible to be individually coached.
-From 2 to 3 days.
Possible to beindividually coached.
- Methods and creation of tools presentation
-Real-life working conditions with coached meetings, filmed if necessary
Individual coaching:
From half-a-day to one day to get prepared for an urgent meeting, or as a complement to group trainings.
-CV: Diagnosis, adaptation.
-Coached meetings, filmed if necessar
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Know-How acquired - Programme
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Every engineer, project manager or consultant in a Software House or a consulting firm, providing technical assistance or consulting, has to convince his future customer during an oral meeting. |
PREPARATION
 Information to gather – if possible – before the meeting
The customer’s company: Its occupation, its organization, its stakes to take up, etc.
About the project: Targeted objectives, organizational and technical context, technique, difficulties to solve, etc.
About the mission: Responsibility, tasks to achieve, skills and expected experience, etc.
Tool: The discovery check-list
Resume (CV)
Punchy resume structures – Attractive layouts – How to specifically customise your resume to a customer demand?
CV adaptation case study, for a software development or consulting mission.
Mental & physical preparation
Brief dress codes reminder – Actions to or not to do before the meeting – How to relax before the intervention and feel good?
THE MEETING
Steps to win confidence – Interactions with the customer, the sales person
The first 2 minutes:
- How to well start the meeting
- Questions to ask
- Introduce your candidature
- Discussions
- How to well conclude?
Introduce your candidature: Crucial step
-1st possibility:
- Classic approach
- CV presentation
- Pro & cons of this method
-2nd possibility:
- How to avoid paraphrasing your resume?
- The Russian Dolls method
- Advantages and limits
- Design & of the Russian Dolls method application
-3rd possibility:
- Stick customers’ expectations with your possible contributions
- Use a proven sales pitch technique to convince: Hold the « CAP » (Characteristics – Advantages – Proofs)
- Construction & application of the CAP method
Personal performance qualities
Being aware of your strong points and developping your personal qualities: voice, gesture, glance
Meeting simulation
Coaching
Debriefing
Personalized recommandations.
Coach-trainer
CEO of a consulting company, 20 years of commercial experience in IT (Information Technology), including sales department sales in Software House |
