Clients are better informed than ever, so they expect real value when they meet a professional adviser. If they don’t receive it, their decision is likely to come down to price - which neither side really wants.

What clients need is a navigator: someone who understands their destination, uncovers what matters to them, anticipates potential hurdles and recommends the right route with calmness and credibility.

The Navigator is a practical value-selling programme for consultants, lawyers, accountants, financial advisers, real estate professionals and anyone responsible for developing business in a professional services environment.

It helps participants move beyond simply describing their services to creating and communicating genuine client value - from the first conversation through to long-term loyalty.

Giving participants the ability to:

• Understand how clients define value and what value-selling really means

• Conduct deeper discovery conversations to uncover context, needs and motivators

• Use high-gain questions and active listening to create value through the conversation itself

• Develop a differentiated client value proposition

• Communicate recommendations with clarity, impact and credibility

• Handle questions and resistance with confidence and composure

• Differentiate themselves - and their firm - through the quality of their client conversations