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Value Based Selling™ - Basics (VBS1)

Increase the propability of succes by benefit – orientated selling, improve negotiation skills. Better preparation and execution of important customer meetings.


  • Better margins – by focussing on benefits rather than on price
  • Higher self assurance – by more accurate and specific preparation.
  • Higher credibility – through a consultative selling approach.
  • More successful meetings – through complete preparation and better questioning and negotiation strategies.
  • Convincing presentations – by mastering the basic rules.
  • Higher prpability of success - through individual benefit argumentation.


VBS Basics is a workshop for beginners as well as more experienced sales people and deals with the basics of high level selling.

In small groups, the participants apply the easy to use methodologies on examples from their real life and learn an easy – to – use methodology. The corresponding tools make sure that the participants can apply immediatly what they have learned in their daily business.

Who should attend?

Value Based Selling™ is targeted to sales people, account managers, KAM, customer team leaders and all other functions involved in a complex sales situation.


  • How to early identify important decision-influencers
  • How to develop individual benefit-arguments for each decision-influencer.
  • How to argue end proof customer benefit.
  • How to develop and apply practical arguments.
  • How to put the right questions to receive the information you need to get the order.
  • How to deal with objections and obstacles.
  • How to decrease the importance of price through person-specific benefit-argumentation.
  • How to realise and interpret body-language-signals.
  • Feedback analysis through video tape ensure impact and sustainability of the training.


The 3-days workshops start at 9 a.m. on the first day and end at 5 p.m. on the last day.

Preparation of the participants

To maximise the benefits of this workshop, the participants do a short preparation work prior to the workshop. They criticly analyse present practices and define expectations, requirements and areas for improvement.


ITC’s trainers all have a successful selling background and several years of experience in using our methodologies. All information exchanged in the workshop is held in strict confidence.

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How customers speak about us

The best reference for the success of our training methods are our satisfied customers:

“The best sales training I ever attended, including various trainings during my years in the US. He is a real expert. I would like to take more courses from him.”

Sales Engineer, IT Company

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