# Event Details

- **Event Name**: The Trusted Adviser Method: B2B Sales Workshop
- **Event Start and End Date**: Tue, 23 Feb, 2027 at 09:00 am – Tue, 23 Feb, 2027 at 01:30 pm (+11:00)
- **Event Description**: A practical B2B sales workshop to help you understand buyers, build trust and improve sales conversations.About this EventMost salespeople know how to present. The harder part is knowing when not to.Experienced salespeople usually know their product or service well. The challenge is what happens during the conversation.It is easy to start presenting too early, assume we understand what the buyer wants, or move towards a solution before we have really understood the problem. The buyer may tell us what they think they need, but that does not always tell us what is driving the decision, what the issue is costing the business, or why something needs to change.That is where The Trusted Adviser Method comes in.This workshop is about slowing the sales conversation down enough to understand what is really happening, then using that information to make a recommendation that makes commercial sense.It is not about scripts, clever closing techniques or putting more pressure on the buyer. It is about becoming better at discovery, understanding the business problem and helping the buyer make a clear decision.What is The Trusted Adviser Method?The Trusted Adviser Method is a practical approach to B2B selling built around a simple principle: understand before you recommend.The method takes you through a sales conversation in a logical way:Understand the situation → Uncover the real issue → Identify the commercial impact → Make the right recommendation → Help the buyer make a clear decisionThe aim is to move beyond surface-level questions.A buyer might tell you they need a new system, more staff, a better telecommunications solution, additional marketing support or a new supplier. That may be what they are asking for, but the real question is WHYWhat has changed? What problem are they trying to solve? What happens if nothing changes? What is the impact on the business? Who else is affected? What does a good outcome actually look like?Once you understand those things, the sales conversation changes.You are no longer trying to convince someone to buy what you sell. You are in a much better position to determine whether you can genuinely help them and, if you can, recommend the right solution.Who should attend?The workshop is designed for people responsible for winning, developing or managing B2B business, including:B2B sales professionalsBusiness development managersAccount managersSales managers and sales leadersConsultants and advisersBusiness owners who sell directly to clientsProfessionals moving into a more client-facing or commercial roleIt is particularly relevant if you work in an environment where sales depend on trust, discovery, relationships and commercial judgement, rather than simply making a high-volume transactional sale.You do not need to be new to sales to benefit from the workshop. In fact, experienced salespeople often get a great deal from revisiting how they approach discovery, recommendations and buyer conversations.What will we work on?Throughout the workshop, we will look at the parts of a sales conversation that often determine whether an opportunity progresses or stalls.You will learn how to:Recognise when you are presenting too early;Understand the difference between what the buyer initially asks for and what may actually be driving the decision;Ask better questions without making the conversation feel like an interrogation;Listen for information that helps you understand the wider business issue;Explore the commercial impact of a problem;Understand what matters to the different people involved in the decision;Make recommendations based on what you have actually discovered;Explain value without immediately falling back on price;Work through objections without creating unnecessary pressure; andMove the conversation towards a clear and practical next step.The focus throughout the day is practical application.We will not spend the workshop talking at you for hours about sales theory. You will work through examples, conversations, scenarios and tools that can be applied to real B2B sales situations.Advisor-Led DiscoveryA major part of the workshop focuses on what we call Advisor-Led Discovery.Good discovery is not about firing twenty questions at the buyer.It is a conversation.Sometimes that means asking a direct question. At other times it means making an observation, summarising what you have heard, checking an assumption or simply allowing the buyer enough space to explain what is really happening.We will work on making discovery feel natural while still getting the information you need to properly understand the opportunity.From problem to commercial impactFinding a problem is only part of the conversation.The next question is: what does that problem mean for the business?Depending on the situation, the impact may include lost revenue, unnecessary costs, wasted time, low productivity, customer issues, operational risk, missed opportunities, or pressure on the people running the business.Understanding that impact helps both you and the buyer determine whether the issue is important enough to solve.It also gives you a much stronger foundation for making a recommendation.Making the recommendationA good recommendation should feel like the natural result of the conversation that came before it.If you have properly understood the situation, uncovered the real issue, and explored its impact, you should not need to force the recommendation.You should be able to explain what you believe should happen, why you are recommending it and how it connects to what the buyer has already told you.That is a very different conversation from simply presenting features and hoping something resonates.Workshop agendaSession 1 – Understanding today's B2B buyerWe look at how buying behaviour has changed, why some traditional sales approaches are less effective and what buyers increasingly expect from the people selling to them.Session 2 – Advisor-Led DiscoveryHow to move beyond surface-level questions, listen properly and uncover what is really happening in the buyer's business.Session 3 – Understanding commercial impactHow to connect the problem to its effect on revenue, cost, productivity, risk, customers or overall business performance.Session 4 – Making the recommendationHow to use what you have learned during discovery to make a recommendation that is relevant, commercially justified and easier for the buyer to understand.Session 5 – Objections, decisions and next stepsHow to work through uncertainty and objections without immediately resorting to pressure or discounting, and how to move the conversation towards a clear next decision.What you will receiveThe workshop has been designed so you leave with material you can continue using after the day.Participants receive:The Trusted Adviser Method participant workbookAdvisor-Led Discovery toolsPractical sales exercises and business scenariosSales conversation frameworksDiscovery templatesCommercial impact toolsRecommendation and proposal frameworksPractical reference material for use after the workshopThe goal is for you to leave with a method and a set of tools that you can take into your next client conversation.Agenda🕑: 08:30 AM - 01:00 PMThe Trusted Adviser Method — Half-Day Workshop AgendaHost: Frank ZiovasInfo: The Trusted Adviser Method — Half-Day Workshop Agenda
8:30–9:00 | Registration, Breakfast & Networking
Arrival, refreshments and networking.
9:00–9:15 | Welcome & Trusted Adviser Mindset
Why sales problems often begin before the close. Understand before you recommend.
9:15–9:45 | Buyer Psychology
How buyers assess trust, risk, value and change.
9:45–10:30 | Advisor-Led Discovery
Uncover the real situation, commercial pressures, business impact and decision priorities.
10:30–10:45 | Refreshment Break
10:45–11:20 | The Emotional Bridge
Uncertainty → Pressure → Understanding → Trust → Clarity → Confidence → Decision → Action.
11:20–11:50 | Commercial Impact & Recommendations
Connect problems to cost, risk and opportunity before recommending solutions.
11:50–12:15 | Objections & Decision Confidence
12:15–12:40 | Follow-Up & Pipeline Discipline
12:40–1:00 | Practical Application & Action Plan
Included: Breakfast, refreshments and workshop materials.
- **Event URL**: https://allevents.in/carlton/the-trusted-adviser-method-b2b-sales-workshop/100001997119673705
- **Event Categories**: workshops, business, contests
- **Interested Audience**: 
  - total_interested_count: 0

## Ticket Details

- **Ticket Price Range**: min: 265.49, max: 529.68, currency: AUD

## Event venue details

- **city**: Carlton
- **state**: VI
- **country**: Australia
- **location**: 139 Cardigan St
- **lat**: -37.8032663
- **long**: 144.9647902
- **full address**: 139 Cardigan St, 139 Cardigan Street, Carlton, Australia

## Event gallery

- **Alt text**: The Trusted Adviser Method: B2B Sales Workshop
  - **Image URL**: https://cdn-az.allevents.in/events3/banners/6e96568feaf8a5e00f4f37910c2c1fc1ee71651fab8e3ebaef1e498c12d53a4a-rimg-w1200-h675-dc080808-gmir.jpg?v=1787602778

## FAQs

- **Q**: When and where is The Trusted Adviser Method: B2B Sales Workshop being held?
  - **A:** The Trusted Adviser Method: B2B Sales Workshop takes place on Tue, 23 Feb, 2027 at 09:00 am to Tue, 23 Feb, 2027 at 01:30 pm at 139 Cardigan St, 139 Cardigan Street, Carlton, Australia.
- **Q**: Who is organizing The Trusted Adviser Method: B2B Sales Workshop?
  - **A:** The Trusted Adviser Method: B2B Sales Workshop is organized by Alfa Consulting Services.
- **Q**: Who is this event for? Is it right for me?
  - **A:** The Trusted Adviser Method: B2B Sales Workshop is ideal for curious learners, students, and skill-builders looking to gain hands-on knowledge and practical expertise in a focused, interactive setting. Whether you're a first-time attendee or a longtime enthusiast in Carlton, this event is thoughtfully curated to deliver a standout experience worth every moment. If The Trusted Adviser Method: B2B Sales Workshop sounds like your kind of event, don't wait - spots fill up fast.

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                "description": "About Frank ZiovasFrank Ziovas is the founder of Alfa Consulting Services and the creator of The Trusted Adviser Method.Frank has spent decades working across sales, business development, consulting and leadership. His experience has included working with business owners, sales teams and organisations across a range of industries, where he has seen first-hand what happens when salespeople focus too quickly on presenting a solution rather than understanding the business problem first.The Trusted Adviser Method grew out of that experience.It brings together the practical lessons Frank has learned from real sales conversations, client engagements, successes and mistakes over the years, and turns them into a method that salespeople can apply in their own way.The purpose is not to turn everyone into the same salesperson.It is to help you better understand the buyer, make sound commercial recommendations, and build the kind of trust that creates stronger long-term business relationships.Team and corporate bookingsIf you have several people from the same organisation who would benefit from attending, contact Alfa Consulting to discuss team booking options.The Trusted Adviser Method can also be delivered privately for organisations that want to work with an entire sales, business development or account management team.Private workshops can be adapted around your industry, customer environment and the sales challenges your team is currently facing while maintaining the core Trusted Adviser Method.Clearer leadership. Stronger sales. Better-performing teams.LinkedIn: https://www.linkedin.com/company/alfa-consulting-servicesSpotify: https://open.spotify.com/show/033nbGjBs0kCjwaiM5hln9Website: https://alfaconsulting.substack.com/"
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