How to Master Value-Based Selling and achieve sales excellence!
𝗪𝗮𝗹𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗚𝗿𝗲𝗮𝘁 𝗪𝗮𝗹𝗹 𝗼𝗳 𝗖𝗵𝗶𝗻𝗮🙏
𝗥𝗲𝗮𝗱𝗶𝗻𝗴 𝗮 𝗚𝗿𝗲𝗮𝘁 𝗯𝗼𝗼𝗸👍 “Master the Art of Value-Based Selling” by 📈 Dr STEVE LABORDA
I read the entire book during my seven-hour flight to China, and before I knew I landed feeling wiser💡
This is a highly recommended book for salespeople, marketers, and anyone interested in improving sales performance!
Why is it different?
For a number of reasons:
➡️ Contains the huge 𝗵𝗮𝗻𝗱𝘀-𝗼𝗻 𝗲𝘅𝗽𝗲𝗿𝗶𝗲𝗻𝗰𝗲 of the author💪
➡️ Includes many 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀 and 𝗲𝘅𝗲𝗿𝗰𝗶𝘀𝗲𝘀 to test what you’ve learned🤓
➡️ Briefly covers 𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝘁𝗵𝗲𝗼𝗿𝘆 to give more context🤔
➡️ You can download for free Steve’s 𝗼𝗻𝗹𝗶𝗻𝗲 𝘁𝗲𝗺𝗽𝗹𝗮𝘁𝗲𝘀🌐
Some highlights from the book that I liked:
➡️ 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗶𝘀 𝗸𝗲𝘆. This depends more, but not solely, on sales/commercial people.
➡️ 𝗩𝗮𝗹𝘂𝗲 𝗶𝘀 𝗸𝗲𝘆. This depends more, but not solely, on product/technical people.
➡️ 𝗛𝗮𝗿𝗺𝗼𝗻𝗶𝘇𝗶𝗻𝗴 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗻𝗲𝗲𝗱𝘀 𝘄𝗶𝘁𝗵 𝘁𝗵𝗲 𝗼𝗳𝗳𝗲𝗿𝗲𝗱 𝘃𝗮𝗹𝘂𝗲 𝘁𝗿𝗮𝗻𝘀𝗹𝗮𝘁𝗲𝘀 𝘁𝗼 𝗴𝗿𝗲𝗮𝘁 𝘀𝘂𝗰𝗰𝗲𝘀𝘀. This runs through the company and all its functions.
➡️ 𝗔𝗹𝗶𝗴𝗻𝗶𝗻𝗴 𝘁𝗵𝗲 𝘃𝗮𝗹𝘂𝗲 𝗼𝗳𝗳𝗲𝗿𝗲𝗱 𝘁𝗼 𝘁𝗵𝗲 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝘄𝗶𝘁𝗵 𝗽𝗿𝗶𝗰𝗶𝗻𝗴 and 𝗰𝗼𝗻𝘃𝗲𝘆𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗺𝗲𝘀𝘀𝗮𝗴𝗲 is what Value Based Selling (VBS) and value Based Pricing (VBP) is all about.
➡️ VBS/VBP can 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘀𝘂𝗰𝗰𝗲𝘀𝘀 𝗿𝗮𝘁𝗲𝘀 𝗮𝗻𝗱 𝗽𝗿𝗶𝗰𝗶𝗻𝗴, resulting in a profit increase of 𝟴% 🚀
Remember:
➡️ Ask yourself (or your customers😊) what keeps them awake at night
➡️ Try to understand both rational and psychological aspects of value and pricing
➡️ Present a simple but credible story your customers can relate to, which sparks interest and emotion while offering some surprise or fun facts!
This book changed my selling approach, and it could change yours!
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