In 2015 Valueselling celebrates its 15 years. Watch out for our special activities this year.

A young businessman had just started his own firm. He rented a beautiful office and had it furnished with antiques.
Sitting there, he saw a man come into the outer office. Wishing to appear the hot shot, the businessman picked up the phone and started to pretend he had a big deal working.
He threw huge figures around and made giant commitments. Finally he hung up and asked the visitor, “Can I help you?”
The man said, “Yeah, I’ve come to activate your phone lines.”

 

We think that there should be a 30/70 ratio in a commercial conversation. The sales person talks 30% of the time, the customer talks 70% of the time. Selling is not telling, and a good sales person asks the right questions. Now, what are the things he needs to find out from his customer?

 

Areas To Discover

Through all the discovery process you want to identify a few pieces of critical information. In addition to your industry-specific areas, here is a list of the most critical areas to discover.
They are in no particular order, however, it is suggested that you use your best judgment with every customer to determine what and how many questions to ask. (Asking too many questions can also get you in trouble.)

• Organizational Structure: additional locations or departments, management structure, etc.
• Decision-making Process: as it relates to your products and services.
• Financial Status or Condition: what is the budget?
• Technical Aspects: as they relate to your products and services.
• Their Customers: so you can understand their business better.
• Your competition: current purchasing patterns.
• Their competition: how they stack up against their competition.
• Personal likes and dislikes: as they apply to your products and services.
• Personal interests: outside of work.

We are currently working on a complete make-over of the www.valueselling.be website, expecting to go live by the end of February. Very soon we will add a page full of interesting tools and downloads.

In a few weeks from now, our French website will be online for our French speaking customers from Belgium, France, Switzerland and Canada. All Valueselling training programs and consulting missions are available since 15 years. This new website will bring us closer to our current and new customers.

Whether you’re a junior or a senior salesperson, if the art of selling is close to your heart, this Selling Skills e-learning – formerly known as mysellingskills – is for you. This online training is an interactive tool to make you a real pro... or to stay one.

Selling Skills is a high-impact online e-learning course which comprises 6 chapters covering the sales process from the opening conversation to the final closing. The e-learning is a powerful 3-hour summary of a 3-day high-level Valueselling course.

http://www.explania.com/en/channels/work/selling-skills

Vivaldis
Vivaldis is a fast growing interim labor agency, spread all over Belgium. Valueselling will be training all commercial and customers facing collaborators in valueselling skills and customer management aptitudes.

Proximus
Valueselling is developing and delivering a training program for the various Solution Sales teams of Proximus. In the context of Proximus’ growth program Value Based Management, Valueselling has been asked to deliver the sales training part.

IT News Africa
IT News Africa is the leading IT magazine for Africa. It has launched with Valueselling a series of Sell to the CIO trainings that take place in Johannesburg, South Africa.

Groupe Captel - Captis - Capestel
Captel is a fast growing and recognized Belgian French speaking call- and contact center based in Liège, employing 124 ladies and one man. Capestel is its sister company active in organizing seminars, trainings and incentives in its renovated dream location based in Ibiza. Valueselling is collaborating with Capestel and is pleased to provide executive Valueselling training programs offsite over there. Valueselling has successfully delivered to the management team value selling training skills and an intense commercial strategy workshop.

Bechtle
Bechtle is the leading European IT distributor. With over 56,000 IT products online and 65 IT system houses throughout Europe, Bechtle has a unique business model combining IT sales, integrated e-commerce and system house services. Valueselling is developing and delivering a comprehensive Sales Academy program for its sales force.

Connect
Connect is a Belgian communication agency that links man and environment. Valueselling is training the consultants to be actively engaged in the client acquisition process.

Provan
Provan is your strong partner for high-quality subcontracting in metalwork. Speed and efficiency are the main strengths of our QRM approach. Cost savings and more sales are the main results of our collaboration. Valueselling is training the sales people to expand the business further.

A company, feeling it was time for a shakeup, hires a new CEO. This new boss is determined to rid the company of all slackers. On a tour of the facilities, the CEO notices a guy leaning on a wall. The room is full of workers and he wants to let them know he means business!
The CEO walks up to the guy and asks, “And how much money do you make a week?” Undaunted, the young fellow looks at him and replies, “I make $300 a week. Why?”
The CEO then hands the guy $300 in cash and screams, “Here’s a week’s pay, now GET OUT and don’t come back!”
Feeling pretty good about his first firing, the CEO looks around the room and asks “Does anyone want to tell me what that goof-off did here?”
With a sheepish grin, one of the other workers mutters, “Pizza delivery guy from Domino’s.”

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