Workshop 1
Qualifying Opportunities
If you're tired of deals that keep getting delayed, this is your chance to master one of the most misunderstood and overlooked parts of agency sales: qualification.
In this introductory workshop, you’ll learn how to:
- Identify the right prospects—those who truly need your product, have the budget, and are ready to make a decision.
- Spend less time chasing dead ends and more time closing deals that matter.
- Speed up your sales cycle and improve cash flow.
- Build a healthier pipeline and gain a clearer picture of future sales.
Workshop 2
Discovering Value
In this second workshop, you’ll be introduced to a proven method for uncovering the value your agency creates for clients—and, most importantly, learn how to get paid your fair share for creating that value.
In this hands-on session, you’ll discover how to:
- Ask the right questions to uncover your client’s biggest business challenges.
- Collaborate with clients using design thinking exercises to co-create a compelling business case for your solution.
- Clearly position your agency’s expertise and ability to produce tangible client outcomes.
- Gather all the information you need to create proposals that justify higher fees.
Workshop 3
Pricing & Proposals
In this workshop, you’ll be introduced to a step-by-step approach that will help you confidently request higher fees and build proposals that convert opportunities into paying clients.
You’ll walk away knowing how to:
- Set pricing that reflects the true value of your services, not your costs or market rates.
- Build value-driven proposals that clearly demonstrate ROI to your clients.
- Present and defend your pricing convincingly, even in competitive pitches.
- Create proposals that get faster approval and higher conversions.
Workshop 4
Gaining Commitment
In this final workshop, you’ll discover how to close deals by demonstrating the full value of your solution. You’ll replace the high-pressure tactics of traditional sales with a new approach to gaining commitment, in which you guide—not push—your clients towards a decision.
You’ll leave the workshop knowing how to:
- Prevent and handle common objections before they arise.
- Gain support and approval by positioning your proposal as the best-fit solution.
- Negotiate terms and conditions while handling difficult procurement departments.
- Create win-win outcomes that build trust and long-term relationships.