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Workshop

Value-based selling and AI – create stronger customer dialogues and more value in sales

2. Sep

Many businesses are skilled at their trade, but at the same time find it difficult to make the value of their solutions clear to customers. The result is often that the dialogue ends up being about price rather than value.

At this practical workshop, you will get a concrete introduction to value-based selling and learn how artificial intelligence (AI) can enhance your sales work before, during and after client meetings.

We work with how you shift focus from products and services to the customer's needs, challenges and gains. At the same time, you gain insight into how AI can be used as an effective sparring partner for lead generation, customer analysis, meeting preparation, needs assessment and the development of strong value propositions, among other things.

The workshop combines short academic presentations with practical exercises, dialogue, exchange of experience and work on your own cases. You will leave with concrete tools, usable AI prompts and new methods that can be implemented directly in your business.

At the workshop, we will work with, among other things:

  • Value-based selling – from product focus to customer value
  • AI and prompting in a sales and SME context
  • Lead generation and segmentation with AI
  • Effective meeting preparation and customer insight
  • Needs analysis through questioning techniques and active listening
  • Trust, relationships and credibility in customer dialogue
  • Development of strong and relevant value propositions
  • Best practice and sharing of experience between the participants

Dividend

After the workshop you will have:

  • A clear understanding of value-based selling
  • Concrete AI tools and prompts for your sales work
  • Methods for creating better customer dialogues and uncovering needs
  • A stronger approach to formulating and documenting customer value
  • Inspiration and experiences from other Bornholm businesses

Target audience

The workshop is aimed at owner-managers, sales managers, project managers, consultants and employees with customer or sales responsibility in Bornholm-based small and medium-sized enterprises.

It is relevant for both companies with an established sales effort and companies that want a more structured and value-creating approach to sales and customer dialogue. The industry is secondary – the focus is on methods and tools that can be applied across different types of companies.

IMPORTANT – for the workshop, you must bring your PC and have downloaded an AI model (free or paid version).

Target audience

B2B and B2C

Speaker

Poul von Wowern
Tutor at Danish Export Academy

Poul von Wowern runs von Wowern Consult, where he helps companies create stronger management, a clearer direction, and better results, among other things. Through his work, he has helped over 100 companies with management specifically and possesses solid practical experience from companies including Grundfos, A.P. Møller - Mærsk, BDO, and Siemens Wind Power.

Poul works with management based on a fundamental belief: strategies and good intentions only create value when they are translated into everyday action. Therefore, he has a particular focus on the interplay between management, culture and behaviour, and on how leaders create followership, motivation and responsibility through their way of communicating and acting.

At VIA University College, as an Associate Professor, he has developed the strategy and management subject from scratch and taught it for eight years. He thus combines solid theoretical insight with many years of practical experience from the business world. His approach is concrete and engaging, focusing on the situations and challenges leaders encounter in their everyday working lives.

STRENGTHEN YOUR SKILLS

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