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The Case for Quality: Taking it to Management

Format Classroom

This course teaches you to effectively communicate the tools and benefits of quality to upper-level management. You will understand the major areas of interest for top managers so you can effectively sell your ideas and proposed projects. This enhances your career growth opportunities.

Focus on forming strong relationships with upper management, learning how to communicate the expected benefits resulting from a quality initiative and how to sell in a strategic, consultative manner. Gain comfort around top management and communicate effectively with them. As an outside consultant, you’ll gain better business development and more effective management of projects. As an employee, you’ll be better able to sell your ideas and proposed projects, and enhance your career growth into positions of greater authority. Segments focus on strategic selling, complex sales, organizational resistance, and client relationship management.

This product is an instructor led classroom session. If you prefer our live WebEx instructor led version, please go here to view available virtual sessions.

Course Data

  • CEU Hours: 0.7
  • Length: 7 Hours
  • ASQ RU: 0.7
  • Provider: ASQ - ILT
Course Overview

Learning Objectives:

  • Understand the major areas of interest and concern of top managers, including time pressures, financial responsibilities, and common decision-making styles.
  • Frame ideas in a manner that will pique managers’ interests using “business case” methodology.
  • Use the language of managers with greater comfort, confidence, and poise.
  • Avoid common pitfalls and stereotypes in communicating quality issues.
  • Use specific tools to gauge and manage office politics to build effective coalitions among managers.

Who Should Attend:

Quality consultants and professionals in a cross-market arena who need strategic selling skills within their organizations to gain project buy-in should attend this training.
  1. How executives think (lecture and open dialog)
    1. Results of ASQ surveys of executives from the Economic Case for Quality
    2. The role and focus of the executive
    3. Communication styles of executives
    4. The language of management
  2. Principles of consultative selling
    1. Mental models and sales: used car salesman vs. physicians
    2. Healthy approaches to consultative sales
    3. Other principles
  3. Building the business case
    1. Establishing value
    2. Focus on the outcomes, not the process
    3. Taking away the solution: what if we DIDN’T do this?
  4. Breakout exercise: Building Business Cases
    1. Small team exercises build on written scenarios
    2. Teams debrief and audience critiques
    3. Leader facilitates lessons learned
  5. Breakout exercise: Applying the stages of change
    1. Small team or individual exercises build on written scenarios
    2. Teams debrief and audience critiques
    3. Leader facilitates lessons learned
  6. Learning comfort around top management
    1. Exercise: What causes discomfort?
    2. Tools: If/Then dialog, active learning, practice, the use of outsiders, the value of discomfort
  7. Office politics
    1. Who counts?
    2. How to measure your support and your opposition
    3. Multi-level sales: building an effective coalition
  8. Closing the deal
    1. Why you MUST close
    2. Handling objections
    3. Giving a choice of “yeses”
    4. When to turn down work
  9. Handling rejection
    1. Exercise: What’s the worst that could happen?
    2. Don’t take it personally (the executive surely doesn’t)
    3. Open discussion: How to deal with disappointment
    4. If/Then statements
  10. Role play: Selling your idea
    1. Structured role plays around written scenarios
    2. Audience critiques the “sales meeting”
    3. Debrief on lessons learned
    4. Preparation for meetings
  11. Closing
    1. Facilitated review
    2. Exercise: Best practices from today’s session
    3. Exercise: What will I do differently?


Attendees will receive a PDF copy of the course content upon logging into the live session. After the course, attendees will receive an electronic copy of the book: Making Change Work: Practical Tools for Overcoming Human Resistance to Change by Brien Palmer (E1202).

Cancellation Policy
ASQ reserves the right to cancel or re-schedule courses and to change instructors. Please be advised that in the event of a course cancellation, ASQ is not responsible for airfare penalties or other travel related expenses you may incur.
  • If you need to cancel, we will refund your paid registration fee as noted below.
    • Requests for cancellations/transfers received at least 5 business days before the start of the course receive a full refund/transfer.
    • Requests received within 5 business days of the course starting incur a $150 processing fee.
    • After the course starts, there are no refunds or transfers.
    • Registrants who fail to attend without advance notice are liable for the entire course fee.
    • If you cannot find a substitute, we can transfer your course fees to another ASQ course of your choice.
  • You must successfully complete the entire course or program before IACET CEUs and a Certificate of Completion can be awarded.
Timothy King CMQ/OE, CQA, CQI

Enrollment Details

Format: Classroom
Format: Classroom

An instructor-led traditional classroom experience. Classroom-based instruction involves the highest level of instructor/student interaction. We offer classroom style training in two formats. See public and on-site.

November 20, 2020 - November 20, 2020 San Diego ILT0468 CA US Timothy King CMQ/OE, CQA, CQI, CQIA English List: $899 Member: $799



ASQ’s customized on-site training programs are the cost-effective way for you to train employees on your schedule. Training on-site minimizes the cost-per-student, reduces travel expenses, and ensures that the content is specific to your exact needs.

5 Benefits of On-Site Training

  1. Expertise to your location: Saves time and travel expenses
  2. Convenient scheduling: Train groups of five or more
  3. Customizable courses: Training tailored to your groups’ needs
  4. Immediate results: Employees complete courses ready to apply what they’ve learned
  5. Value-add support: Instructors available to answer questions after session