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

Selling The Internal Audit Function

Presented by:

Edward E. Robinson Jr.CPA,CSP

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

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

ObjectivesObjectives

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

Influence

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

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

Paradigm Shifts

Focus Additional FocusHard Controls Soft ControlsControl Evaluation Self-AssessmentControl RiskRisk - Threats Risk - OpportunitiesPast FutureReview PreviewDetective PreventiveOperational Audits Strategy AuditsAuditor ConsultantImposition InvitationPersuasion NegotiationIndependence ValueAudit Knowledge Business KnowledgeCatalyst Change FacilitatorTransactions ProcessesControl Activities Management ControlsControl Consciousness Risk Consciousness

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

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?

Audience AnalysisKnowing Their NeedsAudience AnalysisKnowing Their Needs

Audience Analysis Audience Analysis Our basic needs:

To be understood To feel welcome To feel important To be comfortable

Audience Analysis Audience Analysis Marketing

Who What When How

WHO?

Be a Consultant (Think:Win-Win-Win)

Think first of helping Mrs. X. And to do that you must Think first of helping Mrs. X. And to do that you must first get to know her and her family; study her needs. first get to know her and her family; study her needs. Do not think so much about putting her money in your Do not think so much about putting her money in your pocket as putting your chair, which she needs, into her pocket as putting your chair, which she needs, into her

home. Do this with all of your customers . Think of home. Do this with all of your customers . Think of them as people needing your goods instead of yourself them as people needing your goods instead of yourself

needing their money. Find ways of helping them needing their money. Find ways of helping them overcome their difficulties, and you will overcome your overcome their difficulties, and you will overcome your

own in so doing.own in so doing.

Dr. Norman Vincent Peale“Stay Alive All Your Life”

What?

The Marketing Cycle

In trod uc tion U S P I U S P II U S P III U S P IV U S P V

M e e ting w ith C u sto m er

When?

Magic Marketing Matrix

{(80/20)16(MMM)}

2525251

The Marketing Cycle

In trod uc tion U S P I U S P II U S P III U S P IV U S P V

M e e ting w ith C u sto m er

Repeat the process!

How?

SUCCESS

Study

Understand

Customerize

Couple

Evidence

Satisfy

Start

Study Understand

Customerize

Couple

Evidence Satisfy

Start

SUCCESS

SUCCESS

Study- Why should you build Relationships

Understand-Building rapport / listening skills

“Customerize” - Tailoring and discovering customers’ needs

SUCCESS

Couple - Marriage of needs and service

Evidence - Validating abilitiesSatisfy - Presenting Win - Win

solutionsStart - The initialization of a long

-term partnerships

What Do What Do We Want?We Want?

What doWhat doThey Want?They Want?

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, YOUYOU are the difference.

Charles D. Brennan, JR.Sales Questions that Close the Sale

Model ofInfluence Through Exchange

Model ofInfluence Through ExchangeGetting what you want and giving others what they need.

Step 1: View the person you are trying to influence as a potential ally.

Model ofInfluence Through Exchange

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?

Model ofInfluence Through Exchange

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?

Model ofInfluence Through Exchange

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?

Model ofInfluence Through Exchange

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.

Model ofInfluence Through Exchange

Model ofInfluence Through Exchange

Step 6: Determine exchange approach/Make exchanges.

A penny for your thoughts!

Valued Currencies in BusinessValued Currencies in Business

Your Audit Network

Inspiration-Related CurrenciesInspiration-Related Currencies

Vision Excellence Moral/Ethical Correctness

Task-Related CurrenciesTask-Related Currencies

New Resources Challenge/Learning Assistance Task Support Rapid Response Information

Position-Related CurrenciesPosition-Related Currencies

Recognition Visibility Reputation Insiderness/Importance Contacts

Relationship-Related CurrenciesRelationship-Related Currencies

Understanding Acceptance/Inclusion Personal Support

Personal-Related CurrenciesPersonal-Related Currencies

Gratitude Ownership/Involvement Self-Concept Comfort

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

The Law of Reciprocity

I’ll scratch your back if you’ll scratch mine.

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?

What Are YOU Going To Do About It?

What will you start doing based on what you learned today?

What will you stop doing based on what you learned today?

What will you continue doing 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