9 Block Therma-Tech Engineering – President – Ron O’Dell Diagnose Reasons Explore Impact Visualize Capabilities R1 1 I1 4 C1 7 Open R2 2 I2 5 C2 8 Control Purpose: To add the value component to the architecture of the 9 Block Vision Processing Model®. Key Instructor Notes: This view of the model prompts the user to uncover value. Notice the “$” associated with: Pain Buying Vision Box R2 Box IC Transition: “The graphic on the next page shows a further break down of how and where value is established within use of the model...” R3 3 I3 6 C3 9 Confirming BUYING VISION $ © Solution Selling, Inc. • 2007