Advanced Value Selling

Next level tools & concepts for maximum sales effectiveness


Adding value by selling a good solution is one. But it is only truly 'next level' if you can offer your client a unique and fully customer-specific value proposition. The impact of this way of selling is enormous. The customer sees you as a trusted advisor and he knows exactly how your value proposition contributes to realizing the ambitions of his organization. This means that your proposition is of strategic value, which guarantees a long, competition-proof cooperation with the customer. We are convinced that only sales that have been achieved in this way lead to long-lasting results and customer loyalty. Future sales success requires an under the skin approach and intensive collaboration with the customer.
To act on this level of commercial professionalism, you as an account manager have to be able to set up a dynamic and interactive sales / consultancy process. All this forms the basis of a distinctive and customer-specific proposition in which the unique value for the customer is quantified and substantiated with evidence.

Who's it for

This program is suitable for commercial professionals (vendors, account managers, consultants, business development professionals, consulting engineers) who have mastered the basic skills and already have a lot of 'sales miles' because you have 4-40 years of commercial experience. Meanwhile, you focus on complex (strategic) assignments and business development.


  • For you personally: a higher conversion ratio, less sales costs in terms of time, effort and financially, your sales results and your margin will increase. You will become a member of a select group of commercial professionals.
  • For your organization: increase in market share, share of wallet, turnover figures, margin and customer satisfaction through an effective focus on opportunities that are of great value. Participating account managers have a higher professional standard and sales efficiency through the use of key skill, mind and tool sets.

EUR 3525

Dates May 15, 2019
Jun 19, 2019
Sep 11, 2019
Oct 9, 2019
Language Dutch
Region Baarn
Contact Hoofddorp office, Netherlands

(+31) (0)23 5584 400

* This total investment (excl. VAT) includes all material and catering.

Learning journey

Advanced Value Selling

Face-to-face interaction

Class room training

Class room training

Essential time to practice and learn through role and real plays

Virtual interaction

Positive mirror

Positive Mirror

Sharing positive feedback


361° online self & peer evaluation

361° behavioural snapshot

Autonomous learning



Complete range of digital content

Memo card app

Memo Card App

Helpful memory triggers always at hand

On the job practice

On-the-job practice

Our learning journeys stimulate maximum on-the-job practice with frequent opportunities to report back and share successes.


Learning experience system Koach

Our multi-device user-centric platform provides an immersive learning experience that improves learning engagement


Day 1

  • Making the right choices for growth.
  • Gaining style flexibility
  • Managing the sales process deliberately to secure progress
  • Mastering the fundamentals of connecting communication
  • Transforming your customers into proactive lead generators
  • Qualifying first!; to optimize your usage of scarce resources (time) 
  • Differentiating ourselves by communicating value
  • Generating meetings as the first step towards new business


Day 2

  • Reporting on results achieved
  • Creating the incentive to buy 
  • Knowing your customer 
  • Developing the customers’ business case 1- Taking a holistic outside-in perspective
  • Developing the customers’ business case 2- Understanding the customer’s reasons and desire to change
    Developing the customers’ business case 3- Gaining insight into the playing field
  • Creating a compelling Value Proposition with your customer that makes the difference
  • Running effective sales meetings

Day 3

  • Reporting on results achieved.
  • Having the choice for positive impact.
  • Mastering the art of neuro-communication in sales.
  • Presenting a compelling offer.
  • Mobilizing allies in negotiations.
  • Closing the deal 1- Knowing how to close.
  • Closing the deal 2- Handling objections in order to close.
  • Closing the deal 3- Becoming a true business partner.
  • Influencing internally for real commitment to deliver beyond expectation.

Day 4

  • Reporting on results achieved.
  • Managing the account to grow the business.
  • Demonstrating your personal added value with new insights / solutions proactively.
  • Activating our networks to generate leads. 

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