Sales Differentiation, Lee B.  Salz
Sales Differentiation, Lee B.  Salz
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Sales Differentiation
19 Powerful Strategies to Win More Deals at the Prices You Want

Author: Lee B. Salz, Jeb Blount

Narrator: Van Tracy

Unabridged: 3 hr 46 min

Format: Digital Audiobook Download

Publisher: AMACOM

Published: 09/18/2018

Includes: Bonus Material Bonus Material Included


Synopsis

"If we don't drop our price, we will lose the deal." 

That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily.

To win deals at the prices you want, the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking augiobook teaches you how to develop those strategies.

In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." 

The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire.Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.Understand what their true differentiators are and how to effectively position them with buyers.Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe."Create strategies to position differentiators so buyers see value in them.The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople:Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.Shape buyer decision criteria around differentiators.Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition.Leverage the irrefutable, most powerful differentiator...themselves.Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.Accompanying charts are available in the audio book companion PDF download.

About Lee B. Salz

When salespeople aren’t winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz for help. Lee is a world-renowned sales management strategist and CEO of Sales Architects®. A recognized expert in Sales Differentiation, he specializes in helping salesforces, across all industries, win more deals at the prices you want. A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.  Lee is a frequently-sought keynote speaker and consultant on Sales Differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics. He is the bestselling author of the award-winning, bestselling books Sales Differentiation and Hire Right, Higher Profits. Lee is a championship powerlifter and a graduate of Binghamton University. Originally from New York City and New Jersey, he now resides in a Minneapolis suburb with his wife, three kids, and two dogs. When he isn't helping his clients win more deals at the prices you want, you will find him on the baseball field coaching his boys.


Reviews

I am a CFO and not a salesperson. We are having struggles at our sales position. I saw this book and it looked interesting so I decided to read it. I'm glad I did. It is written in a way that really simplifies the sales process for whatever product or service that your company sells. All of the stra......more

Goodreads review by Julian

Simple but effective, some powerful tips here for any kind of sales negotiation, promotional communications or proposition refinement. Snappily written and easily accessible, this is packed with more than just 19 different strategies - as the verbal illustrations offer so much more insight and inspi......more

Goodreads review by Amir

What an excellent book. I have already started pitching differently to my prospects and I have had a lot of sucess using the tips in this book. The conclusion might just be the best part!......more