Services & Programmes
We help you achieve your goals. Whether you’re developing leaders, strengthening sales performance, improving customer experience or building a more commercially confident team, you’ll find a practical solution here.
Our services are built around real workplace challenges, combining proven thinking with practical tools people can immediately put to work.
Can’t find the right fit?
Services can be delivered as in-person or online workshops, keynotes and coaching sessions.
If your challenge isn’t listed here, we’ll design a solution built specifically around your people and your goals. Let’s talk about what you want to achieve.
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Sales for Non-Salespeople
A complete sales process for quieter more reserved business development professionals.
Whether you're an accountant, engineer, lawyer, consultant, tradesperson or business owner, your ability to communicate your value has a direct impact on your success. The challenge is that most people have never been taught how to do it naturally and authentically.
Sales for Non-Salespeople is built around the art of commercialising communication—helping professionals turn everyday conversations into business opportunities without feeling salesy or pushy. You'll learn practical techniques that allow you to build trust, ask better questions, uncover opportunities and guide people towards confident buying decisions while staying true to your own personality.
A Complete System for Professional Sales Performance
Great salespeople aren't born. They develop the attitudes, skills, knowledge and processes that allow them to consistently create better outcomes for their customers — and their business.
Professional Selling Skills (PSP) is Bill James' comprehensive sales development programme. It takes participants through the complete sales journey, from developing the right professional mindset and finding the right customers through to conducting effective sales conversations, demonstrating value, handling objections and confidently closing business.
Importantly, this isn't about learning clever sales tricks. It is about becoming a genuine sales professional — someone who listens, understands what matters to the customer and matches the solution to the customer's real decision criteria.
Participants learn how to:
Set meaningful sales goals and manage their time and activity effectively
Identify and approach the customers they really want to do business with
Generate opportunities through prospecting, referrals and Centres of Influence
Recognise different buyer styles and adapt their communication accordingly
Prepare for and confidently open sales conversations
Use powerful questioning and listening techniques to uncover genuine buying motivations
Demonstrate value, ROI and present solutions persuasively
Handle objections, protect margin and close business confidently
The result is a salesperson with more than enthusiasm and product knowledge. They have a repeatable professional selling process they can apply every day — creating better customer conversations, stronger relationships and, ultimately, better sales results.
Influence Conversations, Reduce Resistance and Help People Move Forward
The words we use — and the way we structure them — can dramatically change the outcome of a conversation.
Persuasive Language develops the practical communication skills needed to influence others without becoming pushy, confrontational or manipulative. The programme explores how questions, language, context and behavioural psychology can be used to reduce resistance, build rapport and help people become more receptive to ideas.
It is not simply about finding clever phrases. Participants learn how to commercialise their communication — deliberately shaping conversations so they create understanding, encourage involvement and progressively move people towards better decisions.
Participants learn how to:
Replace statements with powerful questions that encourage people to think rather than simply react
Use the OPEN questioning technique to move beyond surface-level information and uncover deeper concerns, motivations and consequences
Structure words and questions to subtly lead a conversation while maintaining the other person's sense of choice and control
Use proven behavioural techniques including Pre-Framing, the IKEA Effect, Franklin Effect, Consistency Principle, Pratfall Effect and the Rule of Two No's
Provide the right context and framing before introducing an idea, question or request
Ask permission at key points so conversations feel collaborative rather than like a pitch
Recognise and “name the elephant” rather than allowing an obvious concern or objection to undermine the conversation
Use third-party references to build credibility and introduce challenging ideas more effectively
Build agendas that create clarity, relevance and confidence in where a conversation is heading
Stop simply making suggestions and instead gain small, strategic commitments that progressively move the conversation towards an outcome
Use Permission, Trial Involvement and Trial Commitment to create greater participation, ownership and commitment
Handle unhappy clients, say “no” professionally, and manage difficult situations without unnecessarily damaging the relationship
Approach courageous conversations with a clear process — staying factual, inquisitive and focused on the problem rather than the person
The result is more purposeful and persuasive communication — giving participants a practical toolbox for influencing decisions, navigating difficult conversations and achieving better commercial outcomes while protecting the relationships that matter.
Build the Relationships That Build Your Business
The right relationship can open more doors than a hundred cold calls.
Centres of Influence teaches people how to deliberately build a network of trusted business relationships with people who already have credibility, connections and access to the markets they want to reach.
This isn't networking for the sake of collecting contacts. It's about identifying the right people, creating genuine mutual value and developing relationships where both parties actively look for opportunities to help each other.
What you will discover:
How to identify the people who can genuinely influence your target market
How to turn existing contacts into stronger commercial relationships
How to approach potential Centres of Influence without sounding like you're chasing leads
How to give value first and create genuine reciprocity
How to clearly communicate what makes you worth recommending
How to build credibility and profile within your chosen market
How to use introductions to turn cold approaches into warm conversations
How to prepare for that critical first meeting
How to uncover opportunities to help each other's clients
How to create a follow-up plan that keeps important relationships alive
Participants also develop their own value proposition, relationship strategy and follow-up action plan, so the workshop doesn't finish with a collection of good ideas. It finishes with people knowing who they need to build relationships with, why those people matter and what they are going to do next.
Start the New Year with a Full Diary
Turn Your Best Customer Relationships into New Business Opportunities
The beginning of a new year can mean starting again with an empty pipeline — or returning with conversations and appointments already waiting.
Start the New Year with a Full Diary is a practical referral-generation course designed to help people create new business from the customers who already know, trust and value what they do.
Rather than simply asking, “Do you know anyone who might be interested?”, participants learn a structured, comfortable process for identifying the right customers to approach and helping those customers think of specific people who could benefit.
Participants learn how to:
Identify the customers they feel comfortable approaching for recommendations
Set up a referral conversation without making it awkward
Use a personalised thank-you to strengthen the relationship
Gain permission before beginning the recommendation conversation
Use framing questions to help customers identify potential introductions
Keep names flowing rather than interrupting the customer's thought process
Find out how they could add genuine value to each recommended person
Use the recommender's name appropriately when making contact
Follow a practical three-contact approach for turning a recommendation into an appointment
Handle questions without turning the initial call into a sales presentation
The result is a repeatable, relationship-focused referral process that helps people generate warmer opportunities, approach them with greater confidence and begin the year with a diary already filling with quality conversations.
Sales Strategy Playbook
Turn Sales Strategy into a Sales System Your Team Can Actually Use
Many businesses have a sales strategy. Far fewer have turned that strategy into a clear, practical process their people can consistently follow.
The Sales Strategy Playbook helps organisations define how they want to sell — who they should target, what those customers really value, how they make decisions and what salespeople need to do to move opportunities forward.
Using a structured 15-step process, participants build the foundations of a professional sales playbook designed to drive revenue growth.
Participants work through how to:
Define their ideal customer profile and key buyer personas
Clarify why customers should change and why they should choose you
Develop stronger, more relevant value propositions
Map the customer journey and understand how customers actually buy
Align the sales process with each stage of that buying journey
Identify the messages, content and tools needed to support the sale
Create practical Deal Advancement Plays to move opportunities to the next stage
Establish clear sales activities, expectations and measures
Capture what your best people do well and turn it into repeatable best practice
Importantly, this isn't a generic sales process imposed on your business. You build your playbook around your customers, your markets, your people and the way you sell.
The result is greater clarity and consistency across the sales team — and a practical sales system that helps people focus on the right opportunities, have better customer conversations and move more business towards a successful outcome.
Supporting the Board's Decision Process
Advanced Strategies for Influencing Decisions When You’re Not in the Room
Winning a major opportunity is rarely just about convincing the person sitting across the table.
Large commercial decisions often involve senior managers, finance, operations and ultimately a board or executive team. Even when your solution is strong, opportunities can stall because the people making the final decision don't yet have the information or confidence they need to say yes.
Supporting the Board’s Decision Process teaches salespeople how to move beyond the traditional sales presentation and become part of the customer's internal decision-making process.
The fundamental principle is simple: never seek access because you want to sell. Seek access because you can improve the quality of the customer's decision.
Participants learn how to:
Identify the people who will really influence the final decision
Understand different director priorities and decision styles
Map supporters, challengers, concerns and potential barriers
Work effectively with an internal champion without undermining them
Anticipate the questions a board is likely to ask
Create a concise Board Insight Questionnaire
Use an Eight-Minute Board Brief to educate rather than sell
Prepare and rehearse their champion for difficult board questions
Tailor the business case to financial, operational, strategic and sustainability perspectives
Create a clear executive summary focused on the decision, investment, return, risk and recommendation
The result is a more sophisticated approach to complex selling — helping customers reduce uncertainty, build internal confidence and move important decisions forward, even when you are not in the room.
Sales Process Activated
Turn Good Sales Conversations into a Consistent Process That Moves Customers Forward
Successful selling should not depend on personality, instinct or hoping the conversation goes in the right direction.
Sales Process Activated gives participants a practical, repeatable structure for managing a sales conversation from the opening through discovery, presentation and ultimately to an agreed next step or sale. The process is deliberately designed to be simple enough to use and adapt across different sales situations.
At the heart of the programme is a structured Sales Progress Process that helps salespeople uncover multiple opportunities rather than jumping on the first need they discover. Participants learn to explore broadly, question deeply and understand the real commercial value of solving the customer's problem before presenting a solution.
Participants learn how to:
Open a sales conversation professionally using a structured agenda, value statement and declaration of honest intent
Ask the powerful “Why did you agree to see me today?” question to uncover the customer's initial motivation
Identify multiple opportunities before focusing too quickly on one solution
Go at least seven questions deep, including exploring the return on investment and commercial impact of solving the customer's problem
Use the O.P.E.N. questioning process — Operational, Probe, Effect and Nail Down — together with BRICS subjects including Buying Process, ROI, Identifying Pain, Competition and Success Metrics
Use Catch All Questions to uncover concerns, objections or important information that may otherwise remain hidden
Check in with the customer to gauge their level of interest and uncover what may still be preventing them from moving forward
Summarise and confirm the customer's priorities so they know they have been heard and understood
Recognise buying signals and know when to stop selling and start moving towards a decision
Use trial closes to test the customer's readiness before asking for the business
Close confidently, recognising that closing doesn't cause someone to buy — it converts the interest created throughout the sales process into action
Finish every meeting with clear next steps, responsibilities and timeframes rather than leaving the opportunity sitting vaguely in the pipeline
The result is a more deliberate, customer-focused and commercially effective sales conversation — one where salespeople discover more, understand more and create a clear progression towards a decision rather than simply presenting what they sell and hoping the customer says yes.
Critical Thinking & Problem Solving **
Professional Business & Report Writing Skills **
Half & One Day Training & Practical Workshop
(Face to Face, Virtual & Hybrid delivery options)
The ability to create compelling and clear reports and business documents are key to a successful organisation.
Getting your written message across quickly and successfully to various audiences - including team members, senior leaders, media and key stakeholders – is a vital skill in todays’ online world.
Focusing on planning your message, writing compelling documents, effectively utilising graphics, graphs and data, minimising jargon and techniques to successfully proof your documents, this programme will ensure you have the key skills to craft highly professional reports, emails and business documentation.
Finding Your Voice - Presentation Skills **
One Day Training & Practical Workshop (Face to Face, Virtual & Hybrid delivery options)
While public speaking is ranked as one of people's greatest fears, the ability to present professionally and confidently is a skill that can be learnt, and with practice - mastered.
Learn how to successfully deliver clear and compelling presentations, to a wide variety of audiences, across a diverse range of settings.
Focusing on managing your nerves, creating compelling visuals, using positive body language, storytelling and finding your own voice, this programme will ensure you have the key skills to successfully deliver quality presentations across a wide range of audiences!
AI Essentials **
Can’t find the right fit?
If your challenge isn’t listed here, we’ll design a solution built specifically around your people and your goals. Let’s talk about what you want to achieve.
