About this Event
B2B Sales Workshop: The Trusted Adviser Method | Melbourne
A practical 2-hour workshop for B2B sales professionals
Melbourne | 20 October 2026 | Limited to 24 places
$149.00
Better closing starts before you ask for the sale
Today’s buyer has more information, more options, and more people involved in the decision.
Knowing your product is no longer enough.
The Trusted Adviser Method will help you understand what is really driving the buyer, uncover the commercial impact behind the problem, qualify opportunities more effectively, and create the clarity buyers need to make a confident decision.
The goal is simple: better conversations, stronger opportunities, and fewer deals progressing without a genuine reason to buy.
What you will learn
During the workshop, we will work through how to:
- Move from traditional selling to an adviser-led approach
- Ask better questions and uncover what is really happening
- Separate the initial request from the real problem
- Connect problems to commercial impact and priority
- Understand what the buyer genuinely values
- Qualify opportunities based on evidence rather than enthusiasm
- Help buyers move from uncertainty to clarity and confidence
- Apply the method to a real opportunity you are currently working on
Workshop structure
9:00 — The changing role of the B2B salesperson
Why the old product-led model is becoming less effective and what buyers now need from sales professionals.
9:20 — Advisor-Led Discovery
How to ask better questions, test assumptions, and uncover the real issue.
9:45 — From Problem to Commercial Impact
Help buyers understand why the issue matters and what happens if nothing changes.
10:10 — Qualification and Decision Clarity
Identify whether there is a genuine reason, priority, and pathway to move forward.
10:35 — Practical Application
Apply the Trusted Adviser Method to one of your own customers or opportunities.
11:00 — Close
What you will leave with
You will leave with practical frameworks and questions you can use in your next customer conversation, including Advisor-Led Discovery, commercial impact tools, and a clearer way to qualify and progress opportunities.
Most importantly, you will have a better way to help buyers move through the Emotional Bridge — from uncertainty to clarity, confidence, and readiness to act.
Who should attend?
Designed for:
B2B Sales Professionals | Account Managers | BDMs | Sales Leaders | Business Owners
If you know your product but want to better understand the decision-maker, this workshop is for you.
See Where You Stand
Take Alfa’s B2B Sales Capability Assessment and identify where your sales approach is strongest — and where opportunities may be losing momentum.
Use your results to get more from the workshop and focus on the areas that matter most.
Take the Assessment →
https://alfaconsulting.com.au/b2b-sales-capability-assessment
Why only 24 places?
This is the first Melbourne Trusted Adviser Method workshop and is deliberately limited to 24 participants.
The session is designed to be practical and interactive, with time to apply the method to real sales situations rather than simply listen to a presentation.
About Frank Ziovas
Frank Ziovas is the Founder of Alfa Consulting Services and author of The Trusted Adviser Method.
$500K+ in Sales
Between March and September 2025, starting from zero, Frank generated more than $500,000 in sales.
30+ Top-Three Sales Performers
Frank has helped more than 30 sales professionals become top-three performers within their organisations through coaching, mentoring and practical sales development.
10+ Countries
Frank has built and run businesses and worked in more than 10 countries, developing sales teams, leaders, and commercial strategies across markets.
2026 Recognition
Recognized by The Australian Business Journal as one of Australia’s Strategy Consultants Leading Change in 2026.
Frank brings more than two decades of experience across sales, leadership, business development and consulting into the Trusted Adviser Method.
What clients have said
“Frank helped us generate more than $80,000 in additional revenue in our first quarter. The return was clear, measurable and immediate. Without a doubt, it was one of the best investments we made in our sales team.”
— Managing Director, Telecommunications Company
“Frank helped us turn a low-performing sales team into a high-performing one in just five months. He gave us the clarity and structure we were missing, helping us formalise our sales process and, most importantly, get the team executing consistently.”
— Sales Director, Software Company
Event venue & nearby stays
139 Cardigan St, 139 Cardigan Street, Carlton, Australia
Concerts, fests, parties, meetups — all the happenings, one place.