Define Potential, Capture Value
This two-day masterclass is about defining, capturing and selling value within the context of sustainability. Value selling is foremost the key capability of the sales discipline of food ingredients producers striving to capatilize on the full potential of delivered value. Especially non-tangible benefits such as sustainability represent lots of value, but how to get this value defined, confirmed and purchased by the customer? Sales professionals gain a better understanding of value selling in relation to tangible benefits (such as expanded shelf-life, reduced cost-in-use) and non-tangible benefits (such as health or sustainability) affecting their sales practices internationally. Industry experts and top consultants will share their latest insights and realtime cases of defining and capturing value.
An important part of this two-day event will consist of a Value Selling training module. Together with a top level trainer the participants will be introduced to a set of Value Selling skills and how these can be applied in ‘facilitating a buyer to buy’ instead of ‘forcing a seller to sell’ sales practices. Additionally sales professionals will acquire a good understanding of selling intangible instead of tangible benefits and put them in the perspective of their daily businesses.
