Value Drive. Sell the value before the price.
The core course of Valorize Solutions, delivered in the classroom at more than 150 B2B companies, now online. Corrected individually, on your real customers.
- 4 parts
- 35 videos
- 23 corrected exercises
- 93 minutes of video, at your own pace
- Videos in English, with subtitles in six languages
Value Drive · €750 per person, excl. VAT · launch price until 31/12/2026 · 6-month access
BuyFour skills, in the order of a sale.
Question with CARE
Context, Analysis, Repercussions, Execution: get the customer talking about what it costs them.
Pitch with SIMAC
A pitch that holds up, built from what the customer has just said.
Quantify your value
Five techniques: total cost, downtime, non-quality, return on investment, revenue.
Objections and closing
Prepare the objections to your own offer, and close without dropping the price.
Part by part.
Sell the value
5 capsules
Define what sets your offer apart and turn that value into numbers.
- Selling is not negotiating
- What is your value?
- Quantify your value
- Help your customer decide better
- Your value proposition
Understand your counterpart
3 capsules
Identify what to listen for to understand your customer's decision.
- The AXIOM case
- What great listeners do
- Two systems, one decision
Build the promise
3 capsules
Turn what the customer told you into a clear, credible, quantified proposal.
- The two cycles
- Question with CARE
- Structure the proposal with SIMAC
Engage the customer
4 capsules
Analyse objections, prepare the internal decision and agree on the next step.
- Introduce a sensitive question
- Analyse an objection
- Prepare the internal decision
- Secure the next commitment
Quiz and notebook at the end of each part.
A real exercise, and what the coach does with it.
What the participant wrote · CARE question, food industry
Are you satisfied with your current supplier?
What the coach sends back
Closed question, one-word answer, and you learn nothing about their line stoppages. Try: ‘When a batch is blocked at goods-in, what does it cost you, in hours and in penalties?’
A consequence question makes them talk about cost, not satisfaction.
The coach's rule: it corrects in the context of your industry, it never does the work for you, and it says when it is not sure.
Tested before it was sold. Before going on sale, salespeople and managers from different industries took the whole of Value Drive, on their own customers. What they found too long, too vague or too easy was reworked. It is what we do in the classroom with a pilot group, before rolling a course out across a whole company.
The right course for you, or not.
Who it is for
- B2B salespeople in complex sales: several decision-makers, cycles longer than a month.
- New hires nobody has time to train.
- Non-salespeople who have to defend an offer.
Who it is not for
- Transactional, catalogue sales.
- Selling to consumers.
- People looking for videos to watch without handing in any exercise.
What our clients say about our classroom training.
The program is helping our sales and marketing people to focus on the real value for our customers… Trainings are based on real cases.
Vincent CoussementGeneral Manager, Worldline The concepts of value based selling are extensive and applicable to all industries. Still, thanks to the approach that Vincent's team uses, they have been easily actionable.
Yasmine BarazinSenior Sales Enablement Trainer, TheFork We've been able to fine-tune our sales procedures and put more emphasis on the right deals… I still frequently ask the question to the team: What would Vincent do?
Dean Van RaemdonckBusiness Manager, Engie Sun4Business Preparation, active listening, raising the right questions, arguing upon facts & figures. These principles allow our team to propose the right counsels to our customers.
Roland VermotteHead of Sales, Perrigo
Excerpts from testimonials published by Valorize Solutions on valorizesolutions.com; some are translated.
Vincent FlamentFounder, trainer
Thirty years in the sales field, and the desire to make the classroom accessible.
We do not broadcast videos. We correct people, on their real customers. That is what I do in the classroom, and that is what Valorize UP does without the classroom.
Vincent Flament
The course and its coach.
What do you learn in Value Drive?
Value Drive teaches you to sell value before talking price, in four skills taken in the order of a sale: questioning with CARE, pitching with SIMAC, quantifying your value, preparing objections and closing. Every exercise is done on one of your real customers or prospects.
Who is Value Drive for?
B2B salespeople in complex sales, with several decision makers and a cycle longer than a month, newcomers nobody has time to train, and non-sellers who have to defend an offer. Value Drive is not made for catalogue selling or selling to consumers.
Do we work on our real customers or on textbook cases?
On your real customers. Every exercise starts from a customer or prospect you follow, and the correction is about what you write. You can anonymise the customer's name. It is the same rule as in our classroom training.
Our market is becoming a commodity. How do we still justify our value?
By quantifying it for that customer, starting from their real problem rather than your offer. When the pitch is the same for everyone, the link between what the customer lives and what you bring is never made. Value Drive works on preparation, the thread of the conversation and a pitch that holds.
How do we sell at a higher price without losing the customer?
By quantifying what your offer earns them rather than defending what it costs. A price can be argued; a value quantified in the customer's own numbers can be compared. Value Drive teaches you to establish that value before the price reaches the table.
How do we stand out when our product has become a commodity?
By no longer selling the product. When everyone offers the same thing at the same price, the difference lies in understanding the customer's problem and in the quality of the conversation. That is what Value Drive trains, exercise after exercise.
How is an exercise corrected?
Every submitted exercise gets an individual correction, with the why, in the vocabulary of your industry. The coach corrects, it does not do it for you, and it says when it is not sure. You can redo the exercise and send it again.
Who corrects the exercises?
A coach based on artificial intelligence, framed by the method and correction rules of Valorize Solutions. Like any artificial intelligence, it can make mistakes. It is up to each participant to read and check what is produced, and each participant remains responsible for how they use it.
Will artificial intelligence replace salespeople?
No, quite the opposite. What AI does well, writing an offer or preparing a meeting, everyone will soon have. What stays different is the conversation with the customer: what the salesperson dares to ask and what they help their customer put into words. That is what Value Drive trains.
Who is behind Valorize UP?
Valorize UP is owned by Valorize Solutions SRL, a Belgian B2B sales training firm founded in 2014 by Vincent Flament. Value Drive is the training that Valorize Solutions delivers in the classroom, brought online.
How you get into Value Drive.
No waiting list: your access opens as soon as payment is confirmed.
You order
Choose the number of licences, enter each person's name and email address, then pay online. VAT is calculated at checkout.
You receive your link
Each person gets a personal link by email as soon as payment is confirmed. The buyer receives an invoice with VAT.
You start
You create your Valorize UP account with the address of the licence: the course opens, and your progress stays saved there, in your name. Work at your own pace for 6 months.
More than 9 licences, or need a purchase order? Request a quote.
Change the conversation.
Your access opens as soon as payment is confirmed.
Value Drive · €750 per person, excl. VAT · launch price until 31/12/2026 · 6-month access
A question before you buy? Write to us
Or write directly to contact@valorizeup.com