This workshop supports professional service providers to move away from feature-based selling and towards outcome-focused, value-led conversations. Delegates will explore what clients truly buy, how to frame proposals around impact, and how to handle objections without pressure. The session builds confidence in closing conversations while maintaining professionalism and integrity.
Delivered by a business development specialist with deep experience in value-based positioning and sales for service-led SMEs.
What will attendees take away from the Event?
- Ability to articulate outcomes and impact rather than lists of services
- Techniques for structuring a value-based pitch
- Practical approaches for handling objections
- Increased confidence in closing conversations
- Tools to differentiate their offer in a competitive market
Agenda
- Welcome and introductions
- Understanding what clients really buy
- Value-based communication
- Objection handling frameworks
- Confident, ethical closing
- Q&A and next steps
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