Troubleshooting

Troubleshooting

Root Cause Analysis to Fix the Problem Cause not the Symptom
Whether your employees work in a machine shop, a testing facility, an assembly shop, or another technical environment, a problem in your operation equals downtime and that can easily equal a loss of revenue! One minute of downtime can mean thousands of dollars in lost revenues. A good troubleshooter is able to ask knowledgeable sources focused questions so he or she can arrive at the "root cause." Troubleshooters need a disciplined process to deal with technical problems and insure that they will not reoccur.
In the Troubleshooting workshop participants learn a five-step approach to problem solving. They will identify and solve classic problems and problems that begin on the first day of implementation or production. (start up problems) We customize our workshop so that participants understand exactly how the process works in their environment. Cases and examples are unique to your product or process. In addition, participants will have the opportunity to apply the process to a current technical problem.


At the conclusion of the Troubleshooting Workshop, participants will be able to:

Clearly define a problem.
Utilize a five-step approach to solving a problem.
Ask systematic, specific, open questions to gather data.
Demonstrate greater skill in the use of "open, probing" questions
Analyze data to determine cause.
Verify their analysis before taking action
Solve 'start up' problems.
Apply the process to a case problem.
Apply the process to an existing work related problem.
Eliminate reoccurring problems.
Reduce the costs associated with process/product problems.
Improve teamwork by using a common process.
Avoid costly mistakes/solutions.
Improve their personal productivity as troubleshooters.
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Consultative Sales Skills
Lockout Competition and Delight the Client with Strategic Partner Skills
Consultative sales skills can be used when a relationship has been established and there is a degree of mutual need. A consultative selling approach permits the sales executive to partner with the client in a consultative manner to solve problems and introduce innovative win/win solutions and applications. Effective consultative sales training focuses on enhancing the relationship by leveraging the credibility gained by the supplier through successful performance. A basic principle and foundation of consultative selling is to treat the client as a prospect by not taking the relationship for granted. Using the consultative sales approach makes it much easier to cost justify the proposition. Understanding and using Exchange Theory skills is an important element in maintaining the relationship.

At the conclusion of this consultative sales skills workshop participants will be able to:
Formulate communication strategies based on behavior style tendencies.
Use the Calibration Value Analysis process to identify business issues.
Guide the client to discovery using the Socratic questioning system.
Maintain relationship skills with entertaining and other non-business events.
Establish and nurture an inside advocate.
Employ the Theory of Exchange to maintain the relationship.
Establish executive bridging to lockout competition.
Use customer intelligence to proactively present solutions to problems.