Point out what your product includes things like

Point out what your product includes, things like service, response time to inquiries, quality of product
and guarantees. These are all things that the customer values not only in the purchase, but in their own
day to day life.
Estimated Time 7 minutes
Topic Objective Review the importance of linking the product to the customer’s values.
Topic Summary
Link Product to Customer Values
Discuss ways to identify the client’s values and linking them to the product.
Materials Required 03: Link Product to Customer Values
Planning Checklist None
Recommended Activity
List different ways to link the product/service to the customer’s values. Share
your answers with the group.
Stories to Share Share any personal, relevant stories.
Delivery Tips Encourage everyone to participate.
Review Questions How can you identify and link the customer’s values with the product?
Page 26

Case Study
Tim called home to tell his Dad about his new sales job. His dad asked him what he was
selling. “I don’t know. I think they are energy bars.” His dad then asked him who his
customers were, and Tim answered, “Just some people at the gym.” Tim’s Dad knew
that Tim was not going to sell very many energy bars with an approach like that one.
Tim was definitely lacking in enthusiasm. Having been in sales before, Tim’s Dad told
him these few tips to try:
First, know your company and their products, inside and out. The more you know, the more you can sell.
Secondly, you need some energy to your sales pitch. You need to get excited about the product, so that
you can get the customer excited about the product. If you can link your product to your customer and
their own values, you will be a more effective sales rep. If you try all of these tips your customer will be
more confident in your company, your product, and you.
Estimated Time 6 minutes
Topic Objective Introduce the ‘ Product’ case study.
Topic Summary
Case Study
Discuss how to better sell your product.
Materials Required None
Planning Checklist None