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Crafting Powerful VBR's with Emily Estey
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Manage episode 371672025 series 3331318
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In this episode, we’re exploring how to go about creating valid business reason’s (AKA, VBR’s) that are truly compelling, that clearly convey the reason why people should want to meet with YOU!
We ask questions like: what are some top tips to think about when crafting a VBR? What are some common mistakes to avoid? And how should sales leaders go about coaching their sellers in the process of developing VBR’s?
Joining me to help break it all down is Emily Estey, VP/Senior Consultant at The Center for Sales Strategy.
Emily brings up some great points from her years of experience, like:
- Why a solid VBR should communicate 3 aspects: empathy, expertise, and problem-solving ability.
- How a solid VBR is not about you, it’s about the product.
- And finally, why thinking like a consumer can provide some of the greatest insights when creating a valid business reason.
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