Value
Based
Selling

For the ambitious B2B sales professional already working in a business development or account management role. If having highly professional conversations with new and existing customers is a priority, you’re going to be greatly inspired in this course! Adding real value to your customers and thus strengthening the relationship is your main goal.

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What to expect

You will learn how to translate your company’s value proposition into value creation for your customers. The building blocks of a best practice sales conversation are explained and you immediately experience the do’s and don’ts.

A unique interactive training which teaches you which conversation techniques to use and when, and daring to ask very impactful questions is a must. You will learn new concepts, apply them to your own cases and practice in order to master everything and apply it immediately.

For whom is this programme intended?

For the ambitious B2B sales professional already working in a business development or account management role. If conducting highly professional conversations with new and existing customers is a priority, you’re going to be greatly inspired in this course! Adding real value to your customers and thus strengthening the relationship is your main goal.

Why should you take this course?

You will develop yourself faster into a full and distinctive discussion partner for new & existing customers and accounts.

As a result, you learn to actually add value in the relationship with your customers. As a logical consequence, you will generate more turnover and build a customer portfolio with satisfied and profitable customers. By sharing your knowledge and experience with the other participants, you will broaden your insights and build an excellent business-relevant network during the programme.

Practical

Value Based Selling is a 2-day training.

Where and when?

Ghent – November 6th and 7th 2024 (NL)
Waterloo – November 13th and 14th 2024 (FR)
Mechelen – March 24th and 25th 2025 (NL)

Investment?

€ 1.250,- including materials (with playbook) and full catering, excluding 21% VAT.

Number of participants?

Maximum of 12.

contact us for our combo deals

Learning Experience

Course overview

Day 1

  • What is value-based selling really?
  • Value-based selling in a hybrid world – must do’s
  • Buying centre analysis

Day 2

  • Professionally preparing the meeting for content & process
  • Value-based (new business) conversations

What is value-based selling really?

  • Success principles of value-based selling
  • How this approach makes you highly efficient with customers

Value-based selling in a hybrid world – must do’s

Buying centre analysis

  • Who in the Decision Making Unit (DMU) should you meet with and at what time?
  • What kind of conversation do you have with which contact?

Professionally preparing the meeting for content & proces

Value-based (new business) conversations

  • Leading the conversation
  • Top pitch
  • Value-based needs analysis and presenting back

*The training programme may differ from the above outline

Value Based Selling

The lecturers

Kelly Craeye

Sr. Commercial Consultant, Insights Professional & NLP Practitioner

More information

Request a brochure

To receive the ‘Value Based Selling’ course brochure, fill in your details below and click ‘request’. We will also contact you to discuss the course and assess how well it aligns with your ambitions.

“We practice, what we preach.”

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    Value Based Selling

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