Alastair Grant and Company: Presentations, Pitching, Business Development, Negotiation, Media Interviews, Telephone, Voice Analysis
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Business Development – Making Sales

“Your selling skills have to be better than your core skills, or you won't get the chance to prove you have good core skills!”


Our advice on selling skills covers the theory and practical aspects of selling for professional people. We show clients how to maximise selling effectiveness by following a tried and tested method for developing prospects more quickly and more easily into customers, then into the most loyal client category, that of “long-term trusted adviser status”. It is an approach which professional people are comfortable putting into practice over the rest of their careers, so maximising their client base and revenues over time.


In the past, most professional people did not feel the need to sell; they relied on their professional training and current expert abilities to attract customers and clients. They did not go into their marketplace to find clients for themselves. Those old markets have all but ceased to exist now, with clients switching their investment banking, stockbroking, accounting, legal, advertising, PR advisers and other suppliers with alarming regularity.

Changing Your Style

Other professional people have had sales experience as a secondary role to providing the service for which have trained. They may want to change from product to consultative selling techniques, from selling products to selling services, from features to benefits. We show them how to understand client needs better, how to differentiate themselves from the competition, and how to prioritise their time and selling efforts for maximum effectiveness.

New Business Pitches

Many clients have asked for advice on their business pitches or 'beauty parades', where a number of teams from short-listed potential advisers or suppliers pitch in sequence. We help these teams to improve radically their chance of success in a number of areas including. Understanding how to avoid elimination; where the areas truly are for differentiation; how to work best as a team; and increasing persuasiveness.


We advise clients on the right approach to selling in theory, with practical exercises and tips on how to avoid the usual barriers of objections, resistance and doubt. We explain why it is usually the sales person who puts up those barriers, and we dispel the myth of the 'close'. We examine closely the ‘Business Development Diamond’ We explain the sales development process, from 'suspect' through prospect to customer and client. Most sales advisers stop there. We show you how to create long-term trusted adviser status clients, the ultimate client type.

Selling Professional Services management advice and coaching
Alastair Grant & Co.
Developing Communication Skills for Business

77 Palewell Park, London, SW14 8JJ
Telephone: 020 8876 7676 | Email: | Web:
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