Overview
- Have you ever struggled to get others' commitment to a course of action?
- Have you ever had others' commit but then not follow through - and not tell you why?
- Have you ever had a great idea but struggled to get others to see its value?
- Have you ever developed the "perfect" solution but then have someone reject
it - and never be able to figure out why?
- Have you ever gotten resistance from a powerful person but didn't know how to respond?

CVS teaches participants to sell their ideas or products by making compelling value claims and building commitment - without trading on coercion or "expertise' or "relationships." Participants learn how to identify others' viewpoints and critical interests. They learn how to craft a value claim that passes the four tests of collaborative influence - is the claim relevant, valid, compelling, and implementable - from the customer's viewpoint. During this two-day workshop, participants develop skills to stipulate and test viewpoints, craft and test claims, and surface and manage resistance - all with a collaborative style.

Expected Business Value
- Create more valuable solutions for both customers and internal clients.
- Significantly improve individual and organizational performance by…
- selling products and services more effectively
- building widespread commitment to proposals, and
- surfacing and addressing resistance that stalls performance
- Implement a powerful and shared approach to influence.

Goals
On completion of this program, participants will be able to...
- influence anyone regardless of role or title or presumed authority
- define value in a way that leads others to commitment and action
- surface resistance, understand it from the customer's viewpoint
- respond in a way that addresses interests and builds commitment

Workshop Content
- Introduction
- Collaborative Style
- Review Collaborative Influence
- Learn Viewpoint Selling Skills
- Practice Viewpoint Selling Skills
- Knowledge Test (optional)
- Workshop Close

Skill Implementation Support (optional)
- Skill Implementation Assessment
- assess on-the-job skill use with behavioral observation tool

Delivery Methods
- Presentation and discussion about two styles of power, developing and
testing viewpoints, crating and testing value claims, and surfacing and
managing resistance
- Facilitators model skills, using participants' current work cases
- Participants practice skills with developmental feedback and coaching, using
participants' current work cases
- "Back-to-work" implementation plans
- Classroom knowledge test and on-the-job skill assessment (optional)