Quality Value-Selling Skills Videos

These brief videos provide a snapshot of the skills we help customer-facing teams master through classroom and online training, playbooks and custom apps. Choose individual videos below, or WATCH ALL VIDEOS IN SEQUENCE.

Imagine you were meeting an important client or new prospect and you had time to carefully plan your sales call. Learn the ideal sequence of communication steps that would benefit the customer and you. These videos discuss the Quality-Value Selling skills you’ll need in the diagnosis and prognosis phases of the sales process, whether you’re making a one-on-one sales call or attending a group meeting to start a project, resolve a difficult service problem or address a technical challenge. Watch this video to find out which communications skills you’ll need to plan your next sales call or important client meeting, and to achieve the optimum result.


In this Quality-Value Selling video, you’ll learn how to introduce yourself to new customers. The demonstrated introduction sequence lets the potential buyer know that you are proud of your company, and that speaking with you is worth his or her time. It also makes it easy for the customer to remember and use your name. In this video you will learn more about this important communication skill.


In this video, you’ll learn how to use an open probe in a sales call to get the conversation started and help the prospect relax. Asking a question, rather than making a statement about your company or yourself, is a great icebreaker. An open probe icebreaker begins with who, what, where, how many or how much. Your probes can be easy or more technical conversation starters, but the goal is to get prospects talking—either about themselves or about the challenges they’re hoping to solve. The more they talk and the more you—the seller—listen, the more rapport you’ll build with your prospect. Learn more about icebreakers and open probes in this video.


This video demonstrates how you can establish credibility for your company by using a brand promise. A brand promise provides useful information for your prospect and can help qualify the prospect’s interest. It’s the most important statement of how your company delivers value to its customers. When a prospect is not using your products or services, you must use the brand promise to shift the emphasis to a specific benefit that only you can deliver. Learn how to effectively use the brand promise to focus your prospect’s attention on your company’s most unique capabilities. Watch this video to learn more about using the brand promise.


After you have established credibility and rapport with your prospect, you’ll want to use a series of questions that reveal the prospect’s needs. In this video, you’ll learn how NOT to start a meeting, and you’ll learn Quality-Value Selling techniques called SPIN probes that help you to deeply understand the prospect. You’ll use SPIN probes to gather data, explore the prospect’s challenges and dissatisfactions, establish the possible consequences of not resolving those challenges, and identify the benefits of solving the problem. Mastering SPIN probes will make your conversations with prospects much more effective. The best SPIN probe sequences help the prospect recognize your company’s differentiators, and he or she will be ready to hear about your ideal solution, which focuses on differences that really matter. Learn more about the power of SPIN probes in this video.


It’s your job to help your customer or prospect understand that the benefit of doing business with your company is greater than the price paid. In this video, you’ll learn how simple stories can be used to confidently convey that benefit. Simple stories provide four essential pieces of information: 1) how your offering is the same as others, 2) the positive differences that only you can deliver, 3) the unique value proposition of your product or service, and 4) the proof that your claims are true. Your simple story should be short, and you should pause frequently to allow your prospect to ask questions. If the benefit you propose meets a need and promises to improve performance, you’ll be well on your way to making a sale. Watch this video to learn more about using simple stories effectively.


Clarification and confirmation questions get short answers to allow more time for the prospect or buyer to ask more challenging questions. Challenging questions get more detailed answers. Answering questions and objections are important skills to overcoming roadblocks to a sale.


Learn how to practice quality-value selling skills via role playing to improve your performance.


Watch this video to discover how to analyze why you’re not closing enough business.


In this video, learn how networking meetings and value chain labs can improve customer engagement.


Every customer behaves as if price is the most important thing. As a seller, learn the best way to handle a customer’s price objection by watching this video.


We need to figure out a way to align managers, engineers, safety, procurement and environment—all stakeholders. When you can get multiple stakeholders together you have a much greater chance of convincing your client that you can improve their performance.