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Book Review: โ€œMaster the Art of Value-Based Sellingโ€ by Dr Steve Laborda

Updated: Jan 5

How to Master Value-Based Selling and achieve sales excellence!


๐—ช๐—ฎ๐—น๐—ธ๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐—š๐—ฟ๐—ฒ๐—ฎ๐˜ ๐—ช๐—ฎ๐—น๐—น ๐—ผ๐—ณ ๐—–๐—ต๐—ถ๐—ป๐—ฎ๐Ÿ™


๐—ฅ๐—ฒ๐—ฎ๐—ฑ๐—ถ๐—ป๐—ด ๐—ฎ ๐—š๐—ฟ๐—ฒ๐—ฎ๐˜ ๐—ฏ๐—ผ๐—ผ๐—ธ๐Ÿ‘ โ€œMaster the Art of Value-Based Sellingโ€ by ๐Ÿ“ˆ Dr STEVE LABORDA


I read the entire book during my seven-hour flight to China, and before I knew I landed feeling wiser๐Ÿ’ก


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:


โžก๏ธ Contains the huge ๐—ต๐—ฎ๐—ป๐—ฑ๐˜€-๐—ผ๐—ป ๐—ฒ๐˜…๐—ฝ๐—ฒ๐—ฟ๐—ถ๐—ฒ๐—ป๐—ฐ๐—ฒ of the author๐Ÿ’ช


โžก๏ธ Includes many ๐—ฒ๐˜…๐—ฎ๐—บ๐—ฝ๐—น๐—ฒ๐˜€ and ๐—ฒ๐˜…๐—ฒ๐—ฟ๐—ฐ๐—ถ๐˜€๐—ฒ๐˜€ to test what youโ€™ve learned๐Ÿค“


โžก๏ธ Briefly covers ๐—ฟ๐—ฒ๐—น๐—ฒ๐˜ƒ๐—ฎ๐—ป๐˜ ๐˜๐—ต๐—ฒ๐—ผ๐—ฟ๐˜† to give more contextโ€๐Ÿค”


โžก๏ธ You can download for free Steveโ€™s ๐—ผ๐—ป๐—น๐—ถ๐—ป๐—ฒ ๐˜๐—ฒ๐—บ๐—ฝ๐—น๐—ฎ๐˜๐—ฒ๐˜€๐ŸŒ


Some highlights from the book that I liked:


โžก๏ธ ๐—–๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ ๐—ถ๐˜€ ๐—ธ๐—ฒ๐˜†. This depends more, but not solely, on sales/commercial people.


โžก๏ธ ๐—ฉ๐—ฎ๐—น๐˜‚๐—ฒ ๐—ถ๐˜€ ๐—ธ๐—ฒ๐˜†. This depends more, but not solely, on product/technical people.


โžก๏ธ ๐—›๐—ฎ๐—ฟ๐—บ๐—ผ๐—ป๐—ถ๐˜‡๐—ถ๐—ป๐—ด ๐—ฐ๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ ๐—ป๐—ฒ๐—ฒ๐—ฑ๐˜€ ๐˜„๐—ถ๐˜๐—ต ๐˜๐—ต๐—ฒ ๐—ผ๐—ณ๐—ณ๐—ฒ๐—ฟ๐—ฒ๐—ฑ ๐˜ƒ๐—ฎ๐—น๐˜‚๐—ฒ ๐˜๐—ฟ๐—ฎ๐—ป๐˜€๐—น๐—ฎ๐˜๐—ฒ๐˜€ ๐˜๐—ผ ๐—ด๐—ฟ๐—ฒ๐—ฎ๐˜ ๐˜€๐˜‚๐—ฐ๐—ฐ๐—ฒ๐˜€๐˜€. This runs through the company and all its functions.


โžก๏ธ ๐—”๐—น๐—ถ๐—ด๐—ป๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐˜ƒ๐—ฎ๐—น๐˜‚๐—ฒ ๐—ผ๐—ณ๐—ณ๐—ฒ๐—ฟ๐—ฒ๐—ฑ ๐˜๐—ผ ๐˜๐—ต๐—ฒ ๐—ฐ๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ ๐˜„๐—ถ๐˜๐—ต ๐—ฝ๐—ฟ๐—ถ๐—ฐ๐—ถ๐—ป๐—ด and ๐—ฐ๐—ผ๐—ป๐˜ƒ๐—ฒ๐˜†๐—ถ๐—ป๐—ด ๐˜๐—ต๐—ฒ ๐—ฟ๐—ถ๐—ด๐—ต๐˜ ๐—บ๐—ฒ๐˜€๐˜€๐—ฎ๐—ด๐—ฒ is what Value Based Selling (VBS) and value Based Pricing (VBP) is all about.


โžก๏ธ VBS/VBP can ๐—ถ๐—บ๐—ฝ๐—ฟ๐—ผ๐˜ƒ๐—ฒ ๐˜€๐˜‚๐—ฐ๐—ฐ๐—ฒ๐˜€๐˜€ ๐—ฟ๐—ฎ๐˜๐—ฒ๐˜€ ๐—ฎ๐—ป๐—ฑ ๐—ฝ๐—ฟ๐—ถ๐—ฐ๐—ถ๐—ป๐—ด, resulting in a profit increase of ๐Ÿด% ๐Ÿš€


Remember:


โžก๏ธ Ask yourself (or your customers๐Ÿ˜Š) what keeps them awake at night


โžก๏ธ Try to understand both rational and psychological aspects of value and pricing


โžก๏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!



ย 

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