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Technical products, industrial goods or capital goods: the success formulas for successful sales in industry have changed dramatically. Products are becoming more comparable in terms of their specifications and quality. Internationalisation has resulted in more competition. Price pressure is increasing. The position of purchasing has strengthened.

Excellent product and specialist knowledge is no longer enough. The brand alone is no longer sufficient. The decisive factor is professional presentation of overall benefits, from the sale of a product, to the system or project sales.

In this respect it is equally important to convince the specialist departments and purchasing departments. Only knowledge of the actual needs and purchasing motives of each individual operation and the corresponding professional dialogue make this possible. In addition, it is important to master the tools of excellent relationship management.

Selling is a form of behaviour. Salesperson behaviour, which has developed to some extent over many years, cannot be changed in 1 or 2 training blocks. Permanent change needs time! This is where VBC comes in. We design training architectures for the industry that are tailored exactly to your company and your individual goals.