Crash course · €200 per participant
Four coached sessions, one to one, in each salesperson's own language. We hear where they start, build the answer with them, and listen again at the end. If the answer has not improved, you get your money back.
Your coach
A native speaker of your team's language
Live
Session 1, the first question
“Why should I even consider buying from you, when your competitors offer lower prices?”
The crash course is where most teams start: a month, a handful of short calls per person, and a clear before and after. Enough to hear the difference, and to decide what comes next with real evidence in front of you.
The gap
What actually changes
This is what a month of practice changes: not what people know, but what comes out of their mouth when a customer pushes on price.
“Well, we are a premium brand, our quality is better and our service is really good. And if price is the issue, I am sure we can find something for you if you order this month.”
Every word of it is true, and none of it is a reason to pay more. It ends with a discount nobody asked for.
“I understand we are not the cheapest. If you look at what it costs you over the next few years, the picture changes. 1What we often hear from customers with simpler systems is that small faults go unnoticed until the line stops, and a stop costs them a full shift. 2Ours reports a change in temperature or vibration before it becomes a fault, and a customer of ours in your sector went from nine unplanned stops a year to two. 3So the price is a little higher, and what you get for it is fewer stops and a lower cost per year.4”
What we listen for
The same eight criteria as Bob, the toolbox and the e-learning. The coach notes which ones each answer meets in the first session and in the last, so you see the change per person and for the group.
The answer
Faces the price calmly and turns to value. No defence of the price, and no arguments yet.
What goes wrong for customers who choose a weaker offer, and what it costs them. Never a bad word about a named competitor.
The solution to that problem, with a detail that shows how it works or a customer who has seen it.
Adds it up in the customer's terms: what they get for the money, and why it is worth more than the difference in price.
How it is said
Specific enough that a consultant who has never seen your product could not have said it.
No hesitation at the price, no apologising, no rushing to fill the silence.
Easy to follow: each point leads to the next, and the customer hears where it is going.
The whole answer in about two minutes, while the customer is still listening.
How it runs
Each session is a short call on Teams, one to one, with a coach who speaks your salesperson's language. Every session ends with them saying the answer out loud again.
The coach asks about their market, their customers and their competitors, then asks the question cold. That first answer is the starting point.
A short value selling quiz on the structure of a strong answer, then the answer again with the four steps in mind.
The first thirty seconds, practiced until they are automatic: facing the price calmly and turning to value without arguing yet.
The full answer with credible details from their own products and customers. The coach listens against all eight criteria again.
The practical bit
What you get as a manager
“We ran a six-month value selling coaching programme with Teknosell for our truck salespeople and saw a clear pattern: salespeople who practised key skills every week sold more trucks.”
Questions
One month of value selling coaching: four one to one sessions in which each salesperson builds and practices their answer to the question every customer asks, why should I buy from you?
€200 per participant, excluding VAT.
You get your money back. The coach listens to the answer in the first session and again in the last, against the same eight criteria.
Against eight criteria: four for what is said (the reflex start, a potential problem, the positive difference and a value summary) and four for how it is said. The coach writes what they heard and what to practice next. Nobody gets points.
More than 30, on Teams, with a native-speaking coach for each salesperson.
Yes. Salespeople can start free in the Value Selling Portal: a short e-learning, Bob the AI customer, and one free practice session with a coach in their own language. It is the same question the crash course starts with.
Most teams go on to the Value Selling programme, or to Advanced Value Selling to put a number on the value.
Let's talk
Tell us how many salespeople and which languages, and we will set up the month around them. Or start with a free practice session and hear it for yourself.
