1. 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