This interactive seminar reviews & develops basic sales principles and draws upon lessons learnt from previous recessions.

This course is now delivered online as a series of live sessions which fully meet the learning objectives of face-to-face training.


Now includes vaulable module on Negotiation Skills and dealing with procurement.

Don't miss it...


In the current business climate, professional selling skills are almost as important as research knowledge for you and your executives. Key skills probably lacking include: identifying core agency differentiation, how to convert agency ‘features’ into client ‘benefits’, and the methods of Planning, prospection & pitching.

This one-day seminar is unique – sales training for researchers delivered by a researcher. It will provide participants with such motivation, confidence and expertise that they themselves can directly hunt down and bring in valuable new projects.

With a maximum of 12 participants, each can be assured of individual attention and will take away a personal action plan for their selected prospective client. Average ‘Overall Satisfaction’ rating from previous attendees of this course = 93%.

This course enables you to:

  • Use sales canvassing techniques and to optimise the resulting pitch, including skills such as lead generation, sales prospecting, consultative selling and credentials presentation.
Learning outcomes

By the end of the course, delegates should have learnt how to:

  • Act proactively to develop their own business from new and existing clients by adding sales to their skill set
  • Develop and use a full prospecting guide, including how to answer objections, in order to win new business from prospects
  • Plan and prepare in advance for prospecting and presentations
  • Use negotiations-based strategy at the meeting
  • Focus more on client benefits rather than research features
  • Take note of practical issues such as selecting a team, understanding client personality types; how and when to follow up; how to use agency literature optimally
Who will benefit?

This course will benefit all researchers, from those with around two years’ experience up to the most senior, who want to win research projects from new and interesting clients.

“Succinct, informative and practical. ”

Rosie Bradshaw, Impact Research
21 November 2016

“Insightful crash course into the practicalities & tricks of selling. ”

Petra Klawitter, Multiply (UK)
21 March 2016

“A useful day to help me start selling.”

Jagdip Sidhu, Protel Fieldwork
21 March 2016

“Easily digestive and practical sales ties.”

Chris Harvey, Student
21 March 2016

“I will be able to take snippets of what I have learnt and apply day to day in client development. Gathered new and invaluable skills!!!”

Jane Dwyer, Fieldwork UK

Mike Roe was a researcher for 30 years with Research International. He became the first full time UK agency Business Development Director and authored Marketing Professional Services on which his seminars are based. He is both a research consultant and sales trainer for the service sector.

Additional Information

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