Module 9: The Value Selling Approach

Using the Value Selling Approach with a Customer

The objective of the next exercise is to use your knowledge of the Value Selling Approach to win a service sale with your customer.

The example beginning on the next page will describe a real-life scenario with a customer where you will have an opportunity to apply the Value Selling Approach. Once you have read the scenario, you are going to be asked to make a selection from a list of possible ways that you could react to this situation.

Each option leads to a different outcome. In some outcomes, both your customer and your company will benefit from your knowledge and use of the Value Selling Approach as you close a new service sale with the customer.

However, depending on how you handle the situation, you could also end up not being able to successfully close the sale as well.

Note: To navigate within the interactive exercise, you must select a response from a list of options that displays at the bottom of each page.

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