Publisher Description
To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition.
Sales Differentiation presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.
The book’s “what you sell” section helps salespeople and executives identify what their true differentiators are, determine the right circumstances to share them, and develop a strategy to position them in a compelling way with buyers.
In every stage of the seller-buyer interaction, opportunities exist for differentiation in how you sell, such as how to creatively get in the door with buyers who say they are happy, shape buyer decision criteria aligned with your differentiators, turn a buyer’s request for references into a way to stand out from the competition, and much more!
Mediocre salespeople say what they sell is the best. Top salespeople position different and lead their clients to say best without them ever uttering the word.
ENDORSEMENTS
“Lee Salz says it’s not just what you sell, but how you sell it. His nineteen sales differentiation strategies are a surefire way to drive profitable sales.”
—Harvey Mackay, author of #1 New York Times bestseller Swim with the Sharks Without Being Eaten Alive
“I find many salespeople forget that they have an opportunity to stand out from the competition in the way they sell, so instead they fight to win sales on price. Lee’s book will help ensure that doesn’t happen to you.”
—Brandon Steiner, CEO and founder of Steiner Sports
“Lee Salz’s sales differentiation strategies are just what you need to stand out in a crowded market, create more meaningful conversations, and close more deals at the prices you want.”
—Jill Konrath, author of More Sales, Less Time and SNAP Selling
“A treasure chest of practical, tactical, and doable ways to differentiate yourself from the competition! Read it… use it!”
—Anthony Parinello, author of Selling to VITO, the Very Important Top Officer
“Salespeople know that differentiation is a best practice, but have been left to their own devices to figure out how to do it—until now. Sales Differentiation presents strategies that salespeople can quickly put into practice.”
—Verne Harnish, founder of Entrepreneurs’ Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)
“Sales Differentiation arms you with nineteen strategies to help you provide value to your buyer. But the glue to turn them into long-term clients is the author—Lee Salz. He is your income differentiator.”
—Jeffrey Gitomer, author of Little Red Book of Selling
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