There are many benefits that your account team will experience as a result of using the Value Selling Approach. These benefits include:

		Your team will develop a more accurate understanding of your customer’s organization and goals.
		Your team will be viewed as more of a partner and strategic consultant versus being viewed as “just another vendor.”
		Your team will be able to penetrate accounts at the executive level with a value-based message early in the sales cycle.
		Your team will have an easier time overcoming pricing objections by using return on investment data to help CFOs and other Finance/Purchasing agents understand the impact of service on their bottom line.
		Your team will be able to preempt the competition to maximize product absorption by providing a complete, end-to-end offering that includes both hardware and services.
		Your team will have a solid methodology for winning services contract renewals and selling additional services offerings to existing customers.

Now that you have had a chance to review some of the benefits of using the Value Selling Approach with your customers, it is time to apply the information you have learned to a real-life situation.