If you’re still selling on features and price, you’re leaving money on the table. Value Selling flips the game — it’s an investment in your margins, instead of sponsoring your customers’ margins with price concessions.

Our Double Loop Value Selling helps you defend and grow your margins by proving what your products really deliver — and by boosting your pricing power. You stop discounting and start differentiating. You sell impact, outcomes, and results — not price reductions.

Because discounts don’t build trust — they just build expectations.

When customers understand your value, they’ll pay for it. When they don’t, they’ll make you pay for it.

That’s why Value Selling at Double Loop is more than a training — it’s a journey. From mastering the essentials to quantifying value, presenting it, negotiating it, and implementing it in real life — we help your teams turn insight into margin.

We don’t talk about Value Selling — we make it work in your business, with your people, your products, and your customers. No endless slide decks, no tool tourism.

That’s why we start the Value selling journey with your experts (and yes, AI too) and build everything on real, business-specific cases before we train your teams. Together, we analyze the industry value chain, identify value drivers, and create Value Cards that translate technical features — like lower viscosity — into clear customer benefits — like cost savings.

Next, we quantify that value with your experts and AI, using our proven process and customized value calculators. This preparation becomes the foundation for your team training.

In our hands-on, workshop-style training, cross-functional teams develop their own Value Cards, tailor messages to different stakeholders — from procurement to manufacturing, marketing, and beyond — quantify the value, and practice their argumentation in customized negotiation role plays, value presentations, and unique value proposition design.

It’s always striking to watch the mindset shift:
from features to financial impact, from product to customer outcomes, from talking to listening, from procurement-only to multi-stakeholder, from defensive to confident.

Our customized Value Selling training not only proves the concept — it becomes the kick-off for your company-wide Value Journey, connecting Sales, Marketing, Product Management, Application Development, Technical Service, R&D, and more.

And we don’t stop there. We support implementation journey with coaching, real case support, and by integrating Value Selling and Value Pricing into your innovation and Phase-Gate processes.

Because real value isn’t in the slides — it’s in the change that happens when your people start to see, price, and sell through the eyes of your customer.

Our two-day Value Selling Essentials training is where the journey starts. Cross-functional teams from Sales, Marketing, and Technical functions (yes, even R&D) learn how to turn technical features into real customer value — using our Double Loop Value Cards for their real-life business cases.

We dive into the Value Selling process, the industry value chain, AI-powered insights, and the purchaser’s perspective — all customized to your products and markets. Participants build value arguments, tailor messages, and apply them in realistic, business-specific negotiation role plays.

No theory marathons. Real cases. Real customers. Real impact.
Because understanding Value Selling is good — making it work in your business is better.

This two-day, cross-functional workshop takes Value Selling to the next level. It will boost the credibility and persuasiveness of your sales pitch and marketing messages. Customers see the scale, size, and scope of the value you deliver — and that creates emotional engagement. It shifts the conversation away from price and builds your team’s confidence in the prices they want to offer.

On Day 1, participants apply our Double Loop Value Quantification Process to selected, business-specific cases — step by step, from insight generation to measurable customer impact in euros, dollars, or RMB.

Day 2 is all about practice: realistic, business specific value negotiation role plays show when and how to use value quantification effectively and what to avoid. Then we turn numbers into narratives — designing Unique Value Propositions (UVP) and learning how to use them in marketing, communication, and pricing.

No spreadsheets for their own sake — real cases, real impact, real confidence.

Because Value Selling without quantification is a story. Value Selling with quantification is impact.

Even the best value story falls flat if it’s poorly told. Our Presenting Value workshop & training turns your value messages into powerful presentations that convince both hearts and minds.

Over two days, participants work on selected, business-specific cases from your own business. On Day 1, they define their value propositions, craft compelling storylines, and design their presentations with clear, customer-focused impact. On Day 2, it’s showtime: participants rehearse both in-person and remote value presentations, applying proven techniques for clarity, confidence, and persuasion.

No generic templates. No endless slide edits. Just sharp messages, stronger delivery, and a confident team ready to present value — anywhere, anytime.

Because value only matters when people see it, feel it, and believe it.

This advanced training takes you from knowing your value to defending and closing it. Building on the previous Value Selling and Value Quantification programs, we dive deep into how to negotiate value and price under pressure — from opportunity to quote and all the way to closing the deal.

Working on selected, business-specific cases, participants sharpen their ability to handle objections, deal with tough or tactical purchasers and mean negotiation tactics, read buying signals, and close confidently without falling into the discount trap.

Real cases. Real pressure. Real negotiation.

Because in the end, it’s not the best offer that wins — it’s the one that’s sold with skill, confidence, and value.

Let’s face it — professional buyers are good. Really good. They’re trained to create pressure, play games, and make you believe price is all that matters. In this Deep Dive, your sales teams learn to turn that pressure into power.

We uncover how purchasers think, plan, and act — and how to deal with tenders, reverse auctions, killer phrases, and all the other “mean” tactics designed to squeeze your margins. Participants explore their BATNA (Best Alternative to a Negotiated Agreement) and learn how to recognize, strengthen, and use their negotiation power effectively.

Through real-life, business-specific cases and challenging role plays, we replace anxiety with confidence and reaction with strategy.

Because in tough negotiations, power isn’t given — it’s understood and used.

Selling value isn’t just about logic and numbers — it’s about people. Every stakeholder you face sees the world differently: some live for the details, others for the big picture. In this Deep Dive, we use the MBTI® framework to help your teams understand how different personalities perceive and decide — and how to adapt your value messages accordingly.

You’ll learn to connect better, argue smarter, and handle pressure and stress with more confidence. Plus, you’ll discover a lot about your own style along the way.

Less stress. More flexibility. Stronger impact.

Because in the end, selling and negotiation are never just business — they’re psychology in action.

Training is where it starts — implementation is where it pays off.

With our Value Selling Implementation & Coaching, we support your teams on their real-life cases, opportunities, and challenges to make sure the tools and methods from previous trainings turn into results — and stick.

Together, we develop, sharpen, and tailor value arguments, design value calculators, quantify value, create compelling value propositions, prepare presentations and negotiations, and support your value-based marketing communication as needed.

We coach your teams on how to apply Value Selling with all its elements in live deals — from opportunity management to customer meetings and pricing decisions. We also help integrate Value Selling into your sales processes, roles, and phase-gate innovation systems, ensuring long-term impact.

No theory refresh. No generic pep talks. Just focused coaching, real cases, and visible business results.

Because learning creates knowledge — but implementation creates margin.