The course can be completed in an online Webinar, or in a live public or custom designed seminar. All seminars conducted by course developer Jim Allen.

Online Webinar
Complete the VBS seminar online from your computer at your convenience.


Live Seminar
Oregon Golf Club
West Linn, OR
Oct 14-15, 2008


Live Custom Seminar
For companies wishing to host a private, customized seminar.






"In my over 30 years as a Director and VP of Sales for BusinessLand and InterSolv (now Merant), I have been exposed to most every sales training course available. Today, as a Sales Consultant, I am constantly asked what sales training course do I recommend . . . hands down I recommend Value Based Selling. I consider it the most complete sales training course available today."

Del Ball, President
Opportunity Management

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Increase company profits by selling value, not price, eliminating the need to discount.

Decrease the number of calls (therefore your cost of sales) in your sales cycle by employing strategic and effective 1-to-1 selling strategies.

Eliminate wasted time on "tire kicker prospects" by learning advanced qualification skills that differentiate between suspects and qualified prospects.

Increase your competitive wins by learning how to adjust your selling style to your prospect's buying style, causing them to want to buy from you.

Create "customers for life" through the use of scientifically proven relationship selling principles. Having customers for life will increase your long term re-occurring revenue stream and eliminate the erosion of your customer base to competitors.

Increase your close ratio by developing a variety of product and proposal presentation methods.

Reduce your sales cycle duration by discovering and eliminating unnecessary sales activities.




Buying/Selling Style Profiles
Service Centered Salesperson
Establishing Value For Your Product/Service
Sales/Earnings Goal Setting
Buying Cycle vs Sales Cycle
Gaining Prospect Trust and Confidence
Qualification I: People, Time, and Money
Qualification II: Identify and Manage Issues
Beyond Features/Benefits - Creating Value Statements
Building a Value Matrix
Telephone Tips and Techniques
Value Based Presentations
Value Based Proposals
Value Based Closing
Objections As Opportunities
Partnership Benchmark
12 Reinforcement Exercises and Role Plays

North America & Europe
Jim Allen

Asia Pacific
Kimber Rothwell