Selling The Internal Audit Function

1. Selling The Internal Audit Function Presented by: Edward E. Robinson Jr. CPA,CSP

2. Using Influencing & Selling Skills as a Tool to Improve the Way you Communicate

3. Objectives • Learn the value of influencing skills as a useful tool to achieve desired results • Select the best “currency” to influence others • Develop Sales and Marketing strategies for influencing others according to their needs and personal styles • Develop an action plan for influencing and selling targeted clients or team members to achieve your desired results

4. Influence • The ability to achieve your desired results without coercion or manipulation.

5. Influencing Skills ... Why are they important?

6. Paradigm Shifts Focus Additional Focus Hard Controls Soft Controls Control Evaluation Self-Assessment Control Risk Risk - Threats Risk - Opportunities Past Future Review Preview Detective Preventive Operational Audits Strategy Audits Auditor Consultant Imposition Invitation Persuasion Negotiation Independence Value Audit Knowledge Business Knowledge Catalyst Change Facilitator Transactions Processes Control Activities Management Controls Control Consciousness Risk Consciousness

7. Future Focused • Value-adding culture • Partnership more than (as Much as ) independence • Internal control trainer, coach, consultant (“instill risk-conscious behavior”) • Everyone always looks for opportunities to improve the business

8. Action Planning • Know what you want • Identify a real situation in your workplace requiring you to influence a client or team member to achieve your goals. • What do you want to achieve? • Who do you need to influence to achieve your goals?

9. Audience AnalysisKnowing Their Needs

10. Audience Analysis • Our basic needs: • To be understood • To feel welcome • To feel important • To be comfortable

11. Audience Analysis • Marketing • Who • What • When • How

12. WHO?

13. Be a Consultant (Think:Win-Win-Win) Think first of helping Mrs. X. And to do that you must first get to know her and her family; study her needs. Do not think so much about putting her money in your pocket as putting your chair, which she needs, into her home. Do this with all of your customers . Think of them as people needing your goods instead of yourself needing their money. Find ways of helping them overcome their difficulties, and you will overcome your own in so doing. Dr. Norman Vincent Peale “Stay Alive All Your Life”

14. What?

15. The Marketing Cycle

16. When?

17. Magic Marketing Matrix {(80/20)16(MMM)} 25 25 25 1

18. Repeat the process! The Marketing Cycle

19. How?

20. SUCCESS Study Understand Customerize Couple Evidence Satisfy Start Understand Study Customerize SUCCESS Couple Start Evidence Satisfy

21. SUCCESS • Study- Why should you build Relationships • Understand-Building rapport / listening skills • “Customerize” - Tailoring and discovering customers’ needs

22. SUCCESS • Couple - Marriage of needs and service • Evidence - Validating abilities • Satisfy - Presenting Win - Win solutions • Start - The initialization of a long -term partnerships

23. What Do We Want? What do They Want?

24. The Consultant In a world increasingly becoming the same and in a world where there are few, if any, meaningful product, service or price differences, YOUare the difference. Charles D. Brennan, JR. Sales Questions that Close the Sale

25. Model ofInfluence Through Exchange • Getting what you want and giving others what they need. • Step 1: View the person you are trying to influence as a potential ally.

26. Model ofInfluence Through Exchange • Step 2: Clarify your goals and priorities. • Think about your core objectives - How much are you willing to trade off to get the minimum you need? Is a short-term victory worth creating hard feelings?

27. Model ofInfluence Through Exchange • Step 3: Diagnose your ally’s world. • What’s important to your ally? • What are his/her goals, concerns, and needs? • What is your ally’s preferred style of interaction?

28. The Cohen Model ofInfluence Through Exchange • Step 4: Assess your resources relative to your ally’s wants. • What currencies do you command or have access to that may be valuable to your ally?

29. Model ofInfluence Through Exchange • Step 5: Diagnose your relationship with your ally. • Build trust and credibility with the ally prior to trying to influence through exchange.

30. Model ofInfluence Through Exchange • Step 6: Determine exchange approach/Make exchanges. • A penny for your thoughts!

31. Valued Currencies in Business Your Audit Network

32. Inspiration-Related Currencies • Vision • Excellence • Moral/Ethical Correctness

33. Task-Related Currencies • New Resources • Challenge/Learning • Assistance • Task Support • Rapid Response • Information

34. Position-Related Currencies • Recognition • Visibility • Reputation • Insiderness/Importance • Contacts

35. Relationship-Related Currencies • Understanding • Acceptance/Inclusion • Personal Support

36. Personal-Related Currencies • Gratitude • Ownership/Involvement • Self-Concept • Comfort

37. Valued Currencies in Business • What resources from these categories of currencies can you give to your allies? • Inspiration • Tasks • Position improvement • Relationship development • Personal recognition

38. The Law of Reciprocity • I’ll scratch your back if you’ll scratch mine.

39. Action Planning • Get what you want • What currencies does your ally value? • What resources can you give your ally to match what he/she values? • How would you make the exchange happen - taking into consideration your ally’s interaction style?

40. What Are YOU Going To Do About It? • What will you startdoing based on what you learned today? • What will youstop doing based on what you learned today? • What will you continuedoing based on what you learned today? “What we think, or what we know, or what we believe is, in the end, of little consequence. The only consequence is what we do.” -- John Ruskin