Value Drive. Sell the value before the price.
The core course of Valorize Solutions, delivered for twenty years at some fifty B2B companies, now online. Corrected individually, on your real customers.
- 4 parts
- 15 capsules
- 35 videos
- 23 corrected exercises
- 84 minutes of video, at your own pace
- Videos in English, with French subtitles
Value Drive · €500 per person, excl. VAT · lifetime access
Request accessFour skills, in the order of a sale.
Question with CARE
Context, Analysis, Repercussions, Execution: get the customer talking about what it costs them.
Pitch with SIMAC
A pitch that holds up, built from what the customer has just said.
Quantify your value
Five techniques: total cost, downtime, non-quality, return on investment, revenue.
Objections and closing
Prepare the objections to your own offer, and close without dropping the price.
Part by part.
01Sell the value5 capsules
Define what sets your offer apart and turn that value into numbers.
- Selling is not negotiating
- What is your value?
- Quantify your value
- Help your customer decide better
- Your value proposition
Quiz and notebook at the end of each part.
02Understand your counterpart3 capsules
Identify what to listen for to understand your customer's decision.
- The AXIOM case
- What great listeners do
- Two systems, one decision
Quiz and notebook at the end of each part.
03Build the promise3 capsules
Turn what the customer told you into a clear, credible, quantified proposal.
- The two cycles
- Question with CARE
- Structure the proposal with SIMAC
Quiz and notebook at the end of each part.
04Engage the customer4 capsules
Analyse objections, prepare the internal decision and agree on the next step.
- Introduce a sensitive question
- Analyse an objection
- Prepare the internal decision
- Secure the next commitment
Quiz and notebook at the end of each part.
A real exercise, and what the coach does with it.
What the participant wrote · CARE question, food industry
Are you satisfied with your current supplier?
What the coach sends back
Closed question, one-word answer, and you learn nothing about their line stoppages. Try: ‘When a batch is blocked at goods-in, what does it cost you, in hours and in penalties?’
A consequence question makes them talk about cost, not satisfaction.
The coach's rule: it corrects in the context of your industry, it never does the work for you, and it says when it is not sure.
The right course for you, or not.
Who it is for
- B2B salespeople in complex sales: several decision-makers, cycles longer than a month.
- New hires nobody has time to train.
- Non-salespeople who have to defend an offer.
Who it is not for
- Transactional, catalogue sales.
- Selling to consumers.
- People looking for videos to watch without handing in any exercise.
How you get into Value Drive.
Seats open one at a time, and every request is read. Here is exactly what happens between your request and your first video.
You request access
The form below, four fields. Tell us who you are and what you sell: that is what lets us judge whether the course will genuinely serve you.
We read your request
A real person reads it, nothing is automatic. Allow one to two business days. You keep a tracking link that tells you where your request stands, at any time.
Your access opens
As soon as the request is accepted, your tracking link becomes your way in: it opens the course in your name, with no password to remember. It stays valid, so keep it.
Nothing is paid at this stage, and no card details are asked for: Value Drive is opening its first seats to a small group.
Change the conversation.
Value Drive is opening its first seats. Tell us who you are, and we will open the course for you.