NEWSLETTER SEPTEMBER-OCTOBER 2016
 
 
HOW TO SELL YOUR VALUE AND YOUR PRICE
 
Sales is all about helping your customer to buy the right thing. In recent years the sales profession has radically changed. The hard sell no longer works; we now talk about smart selling, solution selling, value selling. The sales person as an individual adds value by linking the buying process to the selling process. This requires a great deal of commitment, empathy and business sense.

In this handbook you will find numerous answers to this question: ‘What should I do in front of a customer?’ Even the most experienced sales person is not always sure if he or she is doing the right thing.
 
How to sell your value and your price
184 pages | hardcover | ISBN 978 90 77129 23 4
€ 24,50 (Introduction price € 19,95 until October 31)

For more information and pre-ordering: click here.

 
WHAT DO YOU DO WHEN A CUSTOMER SAYS YOU ARE TOO EXPENSIVE?

Bert is a high flying executive searcher – call him a headhunter –, and Marc is his customer. Listen in to their conversation.
“You’re too expensive, Bert.”
“What do you mean, Marc?”
“Your fee is too high.”
“I can’t believe my ears, Marc.”
“Come on, Bert. Don’t play dumb.”
“You’re the first person who ever told me that I’m too expensive.”
“Others might not dare.”
“What do you mean by too expensive. Marc? Too expensive compared to who or what.”
“It’s too much money.”
“Too much in comparison with the budget that you have for hiring?”
“No, that’s not it.”
“Compared to the competition?”
“You’re a lot more expensive than the other headhunters.”
“What’s the difference, Marc?”
“At least ten percent.”
“Ten percent. Mmm, interesting. Suppose that I would use the same fee as the competition, who would you work with, Marc?”
“Ah, you, of course!”
“And why would you work with us?”
“You know the industry, you find good candidates, you are professional. We have never had any problems with you.”
“Maybe it’s for all these reasons that I’m 10% percent more expensive, Marc.”

Read more
 
SOCIAL AND DIGITAL SELLING SEMINAR ON OCTOBER 13, 2016 IN DIEGEM/BRUSSELS

Valueselling would like to invite you to a complimentary seminar on the Newest trends in Social and Digital Selling. The seminar will take place on October 13, 2016 at the NH Hotel in Diegem.

In the area of Sales Tech, Technology Based Selling, Internet Enabled Selling, … we see new tools emerge every day, and it’s quite a challenge to separate the wheat from the chaff. Valueselling has been reviewing quite a few of them, together with two renown specialists, and we would like to present our findings to you.

You can register your presence at this website www.valueselling.events and you can already share your questions and experiences with us.

NH Hotel
De Kleetlaan 14
1831 Diegem
 
 
IN CASE YOU RUN OUT OF CONVERSATION …
THE BEST BUSINESS JOKES 
 
Next month, Valueselling will publish a new, enlarged edition of Jan Flamend’s classic In case you run out of conversation. In this book, Valueselling collected the best business jokes ever. The third edition contains about 50 new jokes. If you would like to order larger quantities for your friends and customers, please contact us by email. You will find some of the jokes in this summer newsletter.
 
 In case you run out of conversation. Business jokes
192 pages
hardcover
ISBN 978 90 77129 36 4
€ 24,50 (Introduction price € 19,95 until August 31)

For more information and pre-ordering: click here.

 
VALUESELLING SOUTH
 
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.
 
Since June 1, 2016 the Valueselling South website went live.
 
 
 
KMO PORTEFEUILLE
 
Valueselling has acquired the KMO Portefeuille Certificate, which enables our Belgian customers to get subsidies for our training programs.
 
 
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