Auditors are expected to demonstrate mastery of many skills – including interpersonal communication, data analysis, idea generation, and motivating managers to take needed corrective action. But is it fair to assume that it’s the auditor’s job to convince managers to act? Unfortunately for auditors, most executives and managers believe that the answer to this question is a resounding “Yes!” 

In this course we take a deep-dive into how to sell improvement ideas that come from our work as auditors.

You’ll learn:

  • What everyone means by Selling Audit Ideas
  • The fundamentals of influencing managers – and nudging them toward effective action where it’s needed
  • Why and how to use seeding, framing and anchoring in every audit project interaction
  • A proven 10-Step Checklist for selling improvement ideas
Learning Objectives
  • Recognize what Selling Audit Ideas means – and what’s expected as a result
  • Identify the fundamentals of selling improvement ideas – and increasing the probability that your ideas will be heard
  • Explore exactly how to influence managers we audit – and discover why the default position is to resist ideas they didn't generate themselves
  • Discover 10 proven steps for selling audit-based improvement ideas
Last updated/reviewed: January 17, 2023
5 Reviews (21 ratings)


Anonymous Author
The presenter portrays the auditor as a listener, whose job is to help implement effective ideas that will improve the functions being audited. And, most importantly, he explains how to involve the auditee in an almost partner-like fashion. The material is excellent and can be utilized by any auditor.

Anonymous Author
Another really amazing course by the instructor! I feel like this should be a required course for anyone in audit, especially internal audit!

Anonymous Author
It was an interesting class. It did not need to be an hour long class.

Anonymous Author
Good presentation, good references to books and interesting.

Anonymous Author
Well designed course and well presented. Good review.

Course Complexity: Intermediate

There are no specific prerequisites for this program, although a working knowledge of auditing principles and practices will be helpful. However, it is recommended to take the other courses in the series in addition to completing this one.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
  Introduction to How to Sell Audit Ideas and Influence Managers to Act11:58
  Fundamentals of Influencing Managers, Executives and Staff10:50
  Seeding, Framing & Anchoring 11:40
  10 Step Checklist for Selling Improvement Ideas12:51
  How to Sell Audit Ideas and Influence Managers to Act 47:19
  Slides: How to Sell Audit Ideas and Influence Managers to ActPDF
  How to Sell Audit Ideas and Influence Managers to Act Glossary/IndexPDF