NEWSLETTER JUNE 2016
 
A JOKE TO START WITH
 
A business man was interviewing applicants for the position of divisional manager. He devised a test to select the most suitable person for the job. He asked each applicant: “What is two and two?” The first applicant was an engineer. He pulled out a slide rule and showed the answer to be between 3.999 and 4.001. The next person was a lawyer. He stated that in the case of Jenkins v Brown, two and two was proven to be four. The last applicant was an accountant. The business man asked him: “How much is two and two?” The accountant got up from his chair, went over to the door and closed it, then came back and sat down. He leaned across the desk and said in a low voice... “How much do you want it to be?”
 
SOME USEFUL SALES INPUT
 
Sales is all about understanding your customer’s requirements. The best way to find out what his needs are, is to ask good questions. Here are 10 life saving questions.

  1. Who are your customers and what do they value most about your company?
  2. Can you tell me more about the scope of your business and your vision for the future?
  3. What is your biggest concern today and how can we help you with that?
  4. What projects are you currently working on?
  5. Do you have a budget in mind?
  6. Who are you currently using today to provide that service (or get that product from)? What is not working with them?
  7. What do you expect from your suppliers and how do you measure success?
  8. What are your time lines for this project?
  9. What criteria are you basing your buying decision on?
  10. Who besides you is involved in the decision making process? 
 
 
AN OPPORTUNITY TO DO SOME GOOD. EFFECTIVE WAYS TO SELL YOUR NON-PROFIT PROJECT TO DONORS
 
Jan Flamend’s newest book deals with the challenges non-profit organisations face when raising funds for their projects. Jan explains a number of techniques to articulate the value of your project and how to sell it to various stakeholders.
 
An Opportunity to do some good. Effective ways to sell your non-profit project to donors will appear on June 15, 2016.

120 pages
hardcover
ISBN 978 90 77129 42 5
€ 24,50 (Introduction price € 19,95 until August 31)

For more information and pre-ordering: click here.

 
LAUNCH OF THE VALUESELLING SOUTH WEBSITE
 
Valueselling has a non-profit initiative, Valueselling South, to help entrepreneurs and NGO’s in the south to develop their business skills and commercial attitudes through training, coaching and consulting. So far, we have been doing projects in Swaziland, Togo, Benin, Bolivia, Peru, Cambodia, Ethiopia, South Africa and Uganda. Valueselling South welcomes new projects to support with our marketing and sales expertise.
 
On June 1, 2016 the Valueselling South website will go live.
 
 
 
KMO PORTEFEUILLE
 
Valueselling has acquired the KMO Portefeuille Certificate, which enables our Belgian customers to get subsidies for our training programs.

 
ONE FOR THE ROAD

A man walks pass a beggar on the corner of the street where he works. The beggar holds out his one hand and the man drops a coin into his hand. One day the man walks pass the beggar again and notices the beggar is holding hold out both his hands. He asks: “Why are you holding out both of your hands?” The beggar replied, “You see sir, business is going so well I decided to open another branch.” 
 
 
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