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

 

‘Everywhere is within walking distance if you have the time.’
‘Every self made man is in love with his creator.’
‘On the other hand, you have different fingers.’
‘There’s a fine line between fishing and just standing on the shore like an idiot.’
‘Why don’t they make the whole plane out of that black box stuff.’
‘You can’t have everything. Where would you put it?’
‘We are all worms, but I do believe that I am a glow-worm.’
‘The more you run over a dead cat, the flatter it gets.’
‘Sometimes too much drink is not enough.’
‘Never wrestle with a pig: you both get all dirty, and the pig likes it.’

The sandwich technique
A sandwich is a food item consisting of two or more slices of bread with one or more fillings between them. The filling is the price, which you ‘eat’ in one go, with the slices of bread, as part of the value proposition.

An example
This highly flexible infuse pump, with a throughput of 2%, comes to an investment of 2450 $. It will help you to decrease your energy costs. Moreover, our training guarantees you an efficient usage. When shall we start to train your people?

The comparison technique
This is a powerful technique that is helpful in a ‘you’re too expensive’ discussion. In using the ‘supposing that’ phrase you can get out of the price discussion and back to the articulation of your value.

Some examples
‘Your product is more expensive than that of your competitor.’
‘Now, let’s suppose that the price would be the same, for which product would you choose?’
‘If the price were the same, I would choose you.’
‘And why would you choose us?’
‘You product is good and you have an excellent service.’

‘I am only interested in the price.’
‘If I understand you correctly, customer services and quality have no value to you?’

‘What, beside the price, is important to you?’

Deferring the price issue
When a customer raises the issue of price, you as a sales person have not had the time to explain the value convincingly, you can use the deferring technique to remain on track in your presentation.

An example
‘I agree with you that price is an important element. That is why I promise to come back to it, let’s have a look at your requirements…’

Calculating together
It is more powerful if you can use financial or economic arguments in a price discussion. You can make a business case explaining that the purchase will lead to more revenue and margin, or lead to lower costs.

More now/less later - An example
For a one time investment of only 60 $ more, the consumption per day will be much lower. This means a cost reduction for you of 3 dollar per day, or 90 $ per month.

Cost/profit over time - An example
The Reston pillow costs 600 euro, and it lasts for four years. This means an investment of 1.50 per year. The other pillow costs 360 euro, and it will last for two years. That means a cost of 180 euro per year.

The www.valueselling.be website got a complete make-over and was launched on March 1. The website is now optimized for use on tablets and smartphones. Go and have a look! 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. Visit us soon on www.vendrelavaleur.com.

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

TriVector is a South African IT company, specialized in business process management. Valueselling is helping TriVector with its go-to-market approach and business development.

HP South Africa
Valueselling works with HP South Africa to boost the sales of PC’s and printers by training the sales team in selling and negotiation techniques.

Sanofi
In collaboration with Obox, Valueselling is delivering the Consultative Selling training program for Sanofi’s pharma visitors, the sales consultants responsible for counseling the pharmacists.

Groupe Captel
Captel is a fast growing and recognized Belgian French speaking call and contact center based in Liège, employing 124 ladies and one man. Valueselling rolls out the Valueselling sales academy now focused on Captel’s telemarketing business.

Proximus Explore
In the context of Proximus’ Value Based Management Program, Valueselling is training the sales teams of the leased lines business, Explore, to articulate the value of their solutions in a customer oriented way.

Crossbridge
Crossbridge is a Belgian consultancy that brings young talents and employers together. They will be using our on-line sales training Mysellingskills to enhance the candidates’ selling skills.

A traveling salesman was passing through a small town in the West when he saw a little old man sitting in a rocking chair on the stoop of his house. He looked so contented that the salesman couldn’t resist going over and talking to him. “You look as if you don’t have a care in the world,” the salesman told him. “What is your formula for a long and happy life?”
“Well,” replied the little old man, “I smoke six packs of cigarettes a day, I drink a quart of bourbon every four hours and six cases of beer a week. I never wash and I go out every night.”
“My goodness,” exclaimed the salesman, “that’s just great! How old are you?”
“Twenty-five,” was the reply.

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