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Ask, Get, Perform

Being offered twice a quarter on Mondays at 10:00 a.m. to 2:30 p.m. Central Time.

Ask Better Questions, Get Better Answers, Perform Better Audits!


“SPIN” Selling the Audit with Improved Communication Skills


How do you really ask questions and get to the facts in the audit fieldwork interviewing process? Do you struggle with asking clients the right questions?


Inquiry and observation are two of the most important internal auditing skills. The ability to ask appropriate questions is powerful. Curiosity is the cornerstone of internal auditing; it requires auditors to ask a lot of questions. Continuously questioning clients is difficult.


Often auditors know what to ask, but many struggle with how to ask and how to listen. This session is designed to arm auditors with the tools necessary to create and sustain effective client communications through questions.


This timely, four hour CPE training event is designed for the internal auditor and others who wish to improve interviewing tradecraft skills.


By the end of this course, attendees will be able to:

- Identify and discuss the five elements of effective questions

- Understand the power of questions

- Identify and understand client personalities

- Describe and avoid the barriers to asking good questions

- Utilize a four phase approach to understanding the situation, identifying the problems, understanding the implications and determining the management action plan


Each attendee will receive 4 CPE Hours (YB). A certificate of completion will be provided.


Program Level of Understanding: Basic

Prerequisites: None

Advance Preparation: None

Delivery Format: Group Internet Based

NASBA Field(s) of Study: Auditing

CPE Credits: 4, based on 50 minutes of instruction per hour


Tradecraft, within the internal and external auditing communities, refers to the techniques, methods and technologies used in modern financial and internal auditing and generally, as part of the activity of creating assurance. This includes general topics or techniques (interviewing, for example), or the specific techniques of an organization (the particular form of performance improvement (Lean Six Sigma), for example).


CPE Event Highlights


This virtual event reviews and answers the following questions:

  • What are the "soft skills" that the internal auditor needs to employ?

  • How interviewing is an important tool to get to the "Facts"?

  • How can the S.P.I.N. Selling methodology be used used as an excellent tool within the audit fieldwork process?

  • How can the audit professional avoid conflict?

  • What can the audit function do to increase their influence within the overall organization?

Learning Objectives


Attendees will:

  • Learn how to improve the effectiveness of the internal audit function.

  • Review the mix of "hard" and "soft" skills needed to perform better.

  • Learn how to use the S.P.I.N. Selling methodology within the audit function.

  • Understand all the different communication soft skills that need to be perfected to be an effective audit team member.

Key Issues on the Agenda


  • Selling the Value of Internal Audit

  • Sharping Your "Soft Skills"

  • Conflict Resolution

  • Techniques for Better Audit Questioning

  • Improving Your Audit Leadership Skills

  • Improving Time Management Skills

  • Expand Your Audit Influence