Founder-led training programme
Consultative Selling for Professional Services
Lead discovery that earns the right to recommend without diagnosing too early or giving away the engagement.
Build a consultative route from client situation and decision to evidence, value, bounded recommendation and a credible next step responsibly.
Duration: 1 Day.
A realistic professional-services discovery and recommendation conversation.
Format: Public Online · Private Online · Private On-Site.
Diagnostic questioning, listening, value framing and bounded recommendation design.
Level: intermediate.
A consultative discovery and proposal framework.
Overview
What this programme covers
Move from premature solution talk to disciplined discovery, evidence-aware value and a recommendation bounded by clear scope.
Professional-services conversations can lose credibility when expertise appears before understanding. A seller may rush to diagnose, offer unpaid solution design or recommend work before the client’s situation, decision process and value are clear. This programme develops a more disciplined consultative conversation. Participants prepare discovery around context, consequences, stakeholders, evidence and decision criteria; practise diagnostic questions and listening; frame value without unsupported claims; and design a recommendation with explicit scope and assumptions. They produce a consultative discovery and proposal framework for realistic opportunities. The programme strengthens sales judgement and communication rather than teaching pressure tactics. It does not guarantee conversion, approve a proposal or replace the professional, legal or technical diligence required for a real engagement. Participants remain responsible for truthful claims, confidentiality, scope and commercial authority.
Evidence standard
Evidence and learning boundaries
Learning is evidenced through discovery preparation, observed questioning and synthesis, responsible value framing and the clarity of the completed proposal framework. Attendance does not prove consultative behaviour, and the programme offers no guarantee of qualified opportunities, proposal acceptance, revenue or client outcomes.
Learning outcomes
What participants will learn
Participants should leave able to prepare, lead and review consultative conversations without overpromising or giving away delivery.
Prepare discovery around the client’s situation, decision, stakeholders, evidence and consequences instead of a predetermined solution.
Use diagnostic questions and attentive listening to test assumptions without conducting the full engagement for free.
Frame potential value in the client’s context while distinguishing evidence, hypothesis and unresolved uncertainty.
Design a bounded recommendation with scope, assumptions, dependencies and a client-relevant next step.
Produce a consultative discovery and proposal framework supported by qualification and review questions.
Programme structure
Programme modules
The programme connects client decision preparation, diagnostic discovery, responsible value framing and a credible next commitment.
Prepare for the client decision
Participants identify what the client may need to understand, decide or change and what remains unknown before discovery. They map stakeholders, available evidence and decision context without writing the answer in advance. Preparation balances commercial focus with enough openness for the client’s real situation to challenge the initial hypothesis.
Diagnose without overreaching
The cohort practises questions, listening and synthesis that reveal context, consequence, priorities and constraints. Participants learn to test an assumption, summarise understanding and identify a useful next question while retaining appropriate boundaries around unpaid analysis, confidential information and specialist advice. Expertise is used to improve discovery, not to skip it.
Frame value and scope responsibly
Participants connect a possible engagement to outcomes or risks relevant to the client, labelling assumptions and evidence gaps. They distinguish a useful directional insight from completed solution design and make exclusions, dependencies and client responsibilities visible. Value framing remains credible because it does not manufacture certainty or promise results.
Recommend the next commitment
Each participant designs a concise recommendation route from discovery evidence to scope, value, delivery assumptions and the next client decision. They practise handling questions without expanding the engagement accidentally. The completed framework includes qualification and review points so a proposal follows understanding rather than becoming the discovery process itself.
Audience
Who this is for
Designed for sellers and experts who shape client recommendations and can work within professional and commercial authority.
Professional-services sellers leading discovery and shaping recommendations for prospective clients.
Subject-matter experts contributing expertise to commercial conversations without overscoping the work.
Partners and account leaders reviewing qualification, value, scope and proposal quality.
Client-facing teams prepared to practise realistic or anonymised discovery conversations.
Fit check
Pause before booking when
Participants seeking pressure tactics, scripted manipulation or guaranteed proposal conversion.
Teams expecting the facilitator to diagnose a live client or design the engagement independently.
Organisations unwilling to set boundaries around confidential information, professional advice and commercial authority.
Delivery and pricing
Choose the route that fits the cohort
Scope reflects the service context, cohort, scenario, confidentiality boundaries, format and any commissioned review.
Delivery
Private online discovery lab
A private remote discovery lab combines question design, bounded client scenarios and observed synthesis. The cohort agrees what opportunity information can be used, which experts may contribute and how professional or commercial boundaries will be protected.
Delivery
On-site professional-services workshop
An on-site professional-services session allows sellers and subject specialists to practise discovery without collapsing into premature solution design. Room arrangements, case permissions and the authority to discuss value or scope are clarified for the chosen cohort.
Delivery
Opportunity scenario preparation
Preparation uses an anonymised or purpose-built client situation containing enough uncertainty for evidence, stakeholder, value and scope decisions. Privileged material, personal information and recommendations requiring specialist diligence are kept outside the practice case.
Delivery
Framework review
A framework clinic can later examine how authorised conversations changed the team’s questions, synthesis and next-step discipline. It refines the learning tool but does not validate a client diagnosis, approve advice or write a live proposal.
£895
Public Online
Registration for a scheduled discovery cohort covers the advertised tuition, bounded practice situations and supporting professional-selling resources.
£4500
Private Tutor-Led
A dedicated team workshop is valued according to service context, role mix, scenario challenge, working format and protection of client-related evidence.
On-Demand
Prospect diagnosis, proposal production and specialist advisory delivery require separate authority and cannot be presumed from purchase of the learning programme.
Founder-led delivery
Tobi Akiode
Founder-led facilitation focused on disciplined discovery, evidence-aware value framing, clear scope and responsible professional-services selling.
Tobi Akiode guides professional-services sellers through decision-led discovery, evidence synthesis, value reasoning and responsible recommendation boundaries. Subject experts and commercial colleagues practise being useful without giving away delivery, and remain answerable for professional advice, technical diligence, confidentiality, claims, pricing and proposal approval.
Consultative-selling discovery identifies the service context, participant roles and the line between learning and client-specific work. Facilitation develops conversation judgement without diagnosing a prospect, endorsing specialist advice or approving the proposal that participants may later take into authorised practice.
Questions
What buyers usually ask before booking
Clarify discovery boundaries, expert participation, framework design, practical output and written commissioning terms.
How is consultative selling different from giving free advice?
Consultative discovery helps the client and seller understand the situation, decision, consequences and appropriate next step. It does not require completing the full diagnosis or solution during a sales call. Participants practise being useful while identifying where deeper analysis belongs inside a properly scoped engagement.
Can subject-matter experts attend with sales colleagues?
Yes, when their role in discovery and recommendation is clear. Joint practice helps experts contribute insight without jumping to solution design and helps sellers avoid claims unsupported by technical evidence. Scoping should also protect confidential information and clarify who has authority to discuss scope, terms and advice.
Will the programme provide a universal discovery script?
No fixed script can responsibly cover every professional service and client decision. Participants build a framework for context, consequences, stakeholders, evidence, value, scope and next steps, then adapt their questions. The approach supports consistency while retaining the judgement required for the client and professional context.
What consultative framework will participants produce?
Participants create a consultative discovery and proposal framework with preparation questions, evidence checks, value hypotheses, scope boundaries and review points. It is a learning tool for authorised opportunities, not a completed client diagnosis, approved proposal or substitute for professional, legal or technical diligence afterward in practice.
How is consultative-selling training priced for professional teams?
Service complexity, the mix of sellers and experts, scenario preparation, workshop environment, confidentiality controls and any framework clinic inform the investment. The issued commercial schedule identifies the fee, tax basis, learning activities, participant responsibilities and boundaries around advisory delivery before organisational approval is requested. Professional boundaries remain visible during the purchasing decision.
Ready to choose a time?
Book a focused discovery call when a conversation is the right next step.
Use this when you want to talk through an event, workshop, service or training need and agree the practical next step. Bring the challenge, desired outcome, timing and any constraints worth considering.
Choose an Event / Workshop Discovery time
This booking captures the meeting time. Use the enquiry route instead if you need to send context, files or a detailed brief first.