Training programs

Impact training

A two day intense workshop.

When you have a new product to launch, or a special message to convey, the Impact Session prepares your sales people in such a way that your product or message will be brought in a powerful, convincing and unequivocal way.



What is the message
  • Components
  • Value for the customer
  • Audience
  • Tools


How to bring the message
  • Development of the Value articulation
  • IBS – Initial Benefit Statement
  • VP – Value Proposition
  • One minute elevator pitch
  • Exercise


How to bring the conversation to the message

Multi level selling and articulation of value

  • Questions leading the conversation
  • The funnel:
    • Facts questions
    • Issue questions
    • Consequence questions
    • Solution questions
  • Exercises
  • The silver bullet questions


  • The FARP string
  • Features-advantages-requirements-proofs
  • The basic needs motives
  • Certainty-performance-finance-convenience
  • Multi level message articulation: The value for the technical buyer-the economical buyer-the strategic buyer-the user
  • Exercises


  • Likely objections or complaints
  • Where do they come from
  • Real and false objections-
  • Disadvantages and misunderstandings
  • Rebutals
  • Complete list with answers
  • Exercises


  • Getting feedback and commitment
  • Agreement on next steps
  • Exercises


  • Prepare and deliver the message
  • Get feedback
  • Improve – refine – again


Action plan


FREE sales counseling

What do I say to my customers? How can I serve them in these dire times? How do I reach out to new customers who probably can’t even take my call?

So many sales related questions. The Valueselling consultants are here for you.

Book an appointment for free counseling and we will try together to find some useful answers to your sales challenges.

Or contact us about something else

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