Key information
2025 programme dates:
Tuesday 1 - Thursday 3 July 2025| 09:00 - 17:00 (GMT)
Tuesday 11 - Thursday 13 November 2025| 09:00 - 17:00 (GMT)
Duration: 3 days
Format: In person
Fee: £2,995 (no VAT is charged)
Programme overview
To be an effective professional service provider, you need skills, processes, and approaches to successfully undertake business development work that grow the business. On the programme, you will join other professional service providers to enhance your ability to identify client needs and sell your services based on value.
Delivered in partnership with Elevation Learning, the programme is designed to enhance your desire, confidence, and skills to generate sales opportunities through an existing and potential client network.
Who is the programme for?
The programme is designed for professional service providers, including consultants, accountants, lawyers, architects, and engineers, who in their role are required to sell as well as deliver client work.
Its flexible design accommodates the needs of those early in their careers who wish to develop their skills and approaches, and those more experienced professionals who wish to improve or refresh their skills, insights, and approaches.
Benefits for you and your organisation
- View relationship building and sales activity as an integral part of your role.
- Develop a client-focused selling mindset.
- Utilise the key techniques required to:
- Leverage your organisation's brand, culture, and approach
- Build and leverage a collaborative business network
- Identify and demonstrate real insight into the client’s business and expectations
- Define the value and benefits of your products and services
- Identify the client’s business problems and needs
- Develop client-focused value propositions
- Deliver client-focused added value proposals.
- Deliver a memorable and client-focused elevator pitch
- Establish trust-based and longer-term client relationships
- Build rapport with clients, using effective questioning and active listening
- Plan and conduct productive client-focused meetings, f2f and remote
- Apply an appropriate and effective influencing style
- Handle client questions, resistance, and objections effectively.
Focus and structure
The programme is informal, interactive, and experiential which maximises learning. It provides fresh insights into effective approaches and covers proven models and techniques that enhance competence and build confidence.
The structure and design of the programme is based on Elevation Learning’s proprietary CONSULT process, a four-stage selling process. The process provides opportunities for you to experience all aspects of selling professional services including client-focused selling mindset, effective elevator pitch, building a business network, networking skills and approaches, understanding the client, building trust, effective questioning and listening, selling questioning model, defining value, value propositions, influencing, and preparing for and undertaking successful proposal meetings.
As many opportunities as possible are provided for you to practise and develop your individual selling skills. The programme uses a case study based on a realistic business scenario to explore the selling process which enables you to refine and develop your thought processes as well as apply and receive feedback on your selling skills.
