Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want
By Lee B. Salz and Jeb Blount
5/5
()
Currently unavailable
Currently unavailable
About this ebook
"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 book 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.
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.
Read more from Lee B. Salz
Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want Rating: 0 out of 5 stars0 ratingsSell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition Rating: 0 out of 5 stars0 ratings
Related to Sales Differentiation
Related ebooks
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results Rating: 5 out of 5 stars5/5Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Rating: 4 out of 5 stars4/5New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Rating: 4 out of 5 stars4/5A Mind for Sales: Daily Habits and Practical Strategies for Sales Success Rating: 5 out of 5 stars5/5Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Rating: 4 out of 5 stars4/5Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers Rating: 0 out of 5 stars0 ratingsThe Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales Rating: 0 out of 5 stars0 ratingsSPEAR Selling Rating: 5 out of 5 stars5/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5Consistency Selling: Powerful Sales Results. Every Lead. Every Time. Rating: 5 out of 5 stars5/5Target Opportunity Selling: Top Sales Performers Reveal What Really Works Rating: 0 out of 5 stars0 ratingsSell without Selling Out Rating: 0 out of 5 stars0 ratingsSelling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle Rating: 5 out of 5 stars5/5The 25 Sales Strategies That Will Boost Your Sales Today! Rating: 4 out of 5 stars4/5The Inner Game of Selling: Mastering the Hidden Forces that Determine Your Success Rating: 5 out of 5 stars5/5Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants Rating: 5 out of 5 stars5/5The Six Sales Powers to Unstoppable Selling Rating: 5 out of 5 stars5/5Hardball Selling: How to Turn the Pressure on, without Turning Your Customer Off Rating: 2 out of 5 stars2/5Carry That Quota: Sales Tactics and Stories By the Rep For the Rep Rating: 0 out of 5 stars0 ratingsHow to Sell: Succeeding in a Noble Profession: The Complete Guide to Prospecting, Selling and Negotiating to Win Rating: 0 out of 5 stars0 ratingsCombo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales Rating: 5 out of 5 stars5/5People Love You: The Real Secret to Delivering Legendary Customer Experiences Rating: 4 out of 5 stars4/5People Follow You: The Real Secret to What Matters Most in Leadership Rating: 4 out of 5 stars4/5The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction--The Real Truth About Life in Sales Rating: 0 out of 5 stars0 ratingsVirtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely Rating: 4 out of 5 stars4/5Insight Selling: Surprising Research on What Sales Winners Do Differently Rating: 5 out of 5 stars5/5
Sales & Selling For You
The Digital Marketing Handbook: A Step-By-Step Guide to Creating Websites That Sell Rating: 5 out of 5 stars5/5Ninja Selling: Subtle Skills. Big Results. Rating: 4 out of 5 stars4/5Summary of Timothy Ferriss' book: The 4-Hour Workweek: More time, more money, more life: Summary Rating: 5 out of 5 stars5/5The Most Powerful Woman in the Room Is You: Command an Audience and Sell Your Way to Success Rating: 4 out of 5 stars4/5So, I'm An Insurance Agent...Now What? Rating: 4 out of 5 stars4/5The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling Rating: 5 out of 5 stars5/5Body Language: How to Read Others, Detect Deceit, and Convey the Right Message Rating: 0 out of 5 stars0 ratingsExactly What to Say: The Magic Words for Influence and Impact Rating: 4 out of 5 stars4/5The New Model of Selling: Selling to an Unsellable Generation Rating: 5 out of 5 stars5/5SPIN Selling Rating: 4 out of 5 stars4/5The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Rating: 4 out of 5 stars4/5Summary of The Magic of Thinking Big by David J. Schwartz Rating: 4 out of 5 stars4/5Summary of You Are a Badass by Jen Sincero Rating: 5 out of 5 stars5/5The Mom Test: How to Talk to Customers & Learn if Your Business is a Good Idea When Everyone is Lying to You Rating: 5 out of 5 stars5/5You Can Negotiate Anything: The Groundbreaking Original Guide to Negotiation Rating: 4 out of 5 stars4/580/20 Sales and Marketing: The Definitive Guide to Working Less and Making More Rating: 4 out of 5 stars4/5People Buy You: The Real Secret to what Matters Most in Business Rating: 4 out of 5 stars4/5No B.S. Marketing to the Affluent: No Holds Barred, Take No Prisoners, Guide to Getting Really Rich Rating: 4 out of 5 stars4/5What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level Rating: 4 out of 5 stars4/5The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone Rating: 4 out of 5 stars4/5Building a StoryBrand: Clarify Your Message So Customers Will Listen Rating: 4 out of 5 stars4/5The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections Rating: 0 out of 5 stars0 ratings
Reviews for Sales Differentiation
1 rating0 reviews