How to Master Value-Based Selling and achieve sales excellence!
๐ช๐ฎ๐น๐ธ๐ถ๐ป๐ด ๐๐ต๐ฒ ๐๐ฟ๐ฒ๐ฎ๐ ๐ช๐ฎ๐น๐น ๐ผ๐ณ ๐๐ต๐ถ๐ป๐ฎ๐
๐ฅ๐ฒ๐ฎ๐ฑ๐ถ๐ป๐ด ๐ฎ ๐๐ฟ๐ฒ๐ฎ๐ ๐ฏ๐ผ๐ผ๐ธ๐ โMaster the Art of Value-Based Sellingโ by ๐ Dr STEVE LABORDA
I read the entire book during my seven-hour flight to China, and before I knew I landed feeling wiser๐ก
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:
โก๏ธ Contains the huge ๐ต๐ฎ๐ป๐ฑ๐-๐ผ๐ป ๐ฒ๐ ๐ฝ๐ฒ๐ฟ๐ถ๐ฒ๐ป๐ฐ๐ฒ of the author๐ช
โก๏ธ Includes many ๐ฒ๐ ๐ฎ๐บ๐ฝ๐น๐ฒ๐ and ๐ฒ๐ ๐ฒ๐ฟ๐ฐ๐ถ๐๐ฒ๐ to test what youโve learned๐ค
โก๏ธ Briefly covers ๐ฟ๐ฒ๐น๐ฒ๐๐ฎ๐ป๐ ๐๐ต๐ฒ๐ผ๐ฟ๐ to give more contextโ๐ค
โก๏ธ You can download for free Steveโs ๐ผ๐ป๐น๐ถ๐ป๐ฒ ๐๐ฒ๐บ๐ฝ๐น๐ฎ๐๐ฒ๐๐
Some highlights from the book that I liked:
โก๏ธ ๐๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐ถ๐ ๐ธ๐ฒ๐. This depends more, but not solely, on sales/commercial people.
โก๏ธ ๐ฉ๐ฎ๐น๐๐ฒ ๐ถ๐ ๐ธ๐ฒ๐. This depends more, but not solely, on product/technical people.
โก๏ธ ๐๐ฎ๐ฟ๐บ๐ผ๐ป๐ถ๐๐ถ๐ป๐ด ๐ฐ๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐ป๐ฒ๐ฒ๐ฑ๐ ๐๐ถ๐๐ต ๐๐ต๐ฒ ๐ผ๐ณ๐ณ๐ฒ๐ฟ๐ฒ๐ฑ ๐๐ฎ๐น๐๐ฒ ๐๐ฟ๐ฎ๐ป๐๐น๐ฎ๐๐ฒ๐ ๐๐ผ ๐ด๐ฟ๐ฒ๐ฎ๐ ๐๐๐ฐ๐ฐ๐ฒ๐๐. This runs through the company and all its functions.
โก๏ธ ๐๐น๐ถ๐ด๐ป๐ถ๐ป๐ด ๐๐ต๐ฒ ๐๐ฎ๐น๐๐ฒ ๐ผ๐ณ๐ณ๐ฒ๐ฟ๐ฒ๐ฑ ๐๐ผ ๐๐ต๐ฒ ๐ฐ๐๐๐๐ผ๐บ๐ฒ๐ฟ ๐๐ถ๐๐ต ๐ฝ๐ฟ๐ถ๐ฐ๐ถ๐ป๐ด and ๐ฐ๐ผ๐ป๐๐ฒ๐๐ถ๐ป๐ด ๐๐ต๐ฒ ๐ฟ๐ถ๐ด๐ต๐ ๐บ๐ฒ๐๐๐ฎ๐ด๐ฒ is what Value Based Selling (VBS) and value Based Pricing (VBP) is all about.
โก๏ธ VBS/VBP can ๐ถ๐บ๐ฝ๐ฟ๐ผ๐๐ฒ ๐๐๐ฐ๐ฐ๐ฒ๐๐ ๐ฟ๐ฎ๐๐ฒ๐ ๐ฎ๐ป๐ฑ ๐ฝ๐ฟ๐ถ๐ฐ๐ถ๐ป๐ด, resulting in a profit increase of ๐ด% ๐
Remember:
โก๏ธ Ask yourself (or your customers๐) what keeps them awake at night
โก๏ธ Try to understand both rational and psychological aspects of value and pricing
โก๏ธ 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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