Wederic

At a glance

• Client: Wederic
• Industry: Organisation in Huizen
• Training format: In-company Consultative Selling Masterclass
• Focus: From offering to advising
• Trainer: Graham Hulsebos, best sales trainer of the Netherlands 2025
• Method: 12 sales techniques and 11 scientific topics

Wederic: consultative selling for account managers

At Wederic in Huizen, the team of account managers wanted to move from selling to advising. An account manager who advises becomes a partner. An account manager who only offers gets compared.

In 2026, I delivered an in-company Consultative Selling Masterclass for Wederic's entire team of account managers. We worked with their own customers and live opportunities.

The core was the same as in all my trainings: taking control of the conversation. Not broadcasting and pouring out product knowledge, but asking logical questions and knowing what to do with every answer. Every answer brings you a step closer to the close, if there is a close. Combined with the 11 scientific topics, participants understand not only what to ask, but also why it works.

Asking questions does not just work better, it also makes you come across as friendlier. You give the customer attention, and with the right choice of words you make every question stronger. What customers say themselves, they remember best, and they connect it to you. Together, these techniques make selling much easier.

What this delivers

• For Wederic: account managers who get more out of existing customers, with advice instead of offers.
• For their customers: an account manager who first understands what is going on, and only then proposes something.
• For account management: the customer you already have is your biggest growth opportunity.

Do you want this for your team too?

Do you want your account managers to be seen as partners, not suppliers? Then it starts with advising instead of offering. Who would not want every customer conversation to run deliberately and by system?

The approach at Wederic fits the Consultative Selling training or in-company account management training. I tailor every training to your market, your product and your customer.

Want to know where your team stands first? Take the free commercial intake test. Or see other clients and references.