Sales Differentiation

Sales Differentiation
Author :
Publisher : HarperChristian + ORM
Total Pages : 209
Release :
ISBN-10 : 9780814439913
ISBN-13 : 0814439918
Rating : 4/5 (13 Downloads)

Book Synopsis Sales Differentiation by : Lee B. Salz

Download or read book Sales Differentiation written by Lee B. Salz and published by HarperChristian + ORM. This book was released on 2018-09-18 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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.


Sales Differentiation Related Books

Sales Differentiation
Language: en
Pages: 209
Authors: Lee B. Salz
Categories: Business & Economics
Type: BOOK - Published: 2018-09-18 - Publisher: HarperChristian + ORM

DOWNLOAD 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 e
Sell Different!
Language: en
Pages: 208
Authors: Lee B. Salz
Categories: Business & Economics
Type: BOOK - Published: 2021-09-14 - Publisher: HarperCollins Leadership

DOWNLOAD EBOOK

Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Diff
Conversations That Win the Complex Sale (PB)
Language: en
Pages: 273
Authors: Erik Peterson
Categories: Business & Economics
Type: BOOK - Published: 2011-04-15 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We beli
The Challenger Sale
Language: en
Pages: 242
Authors: Matthew Dixon
Categories: Business & Economics
Type: BOOK - Published: 2011-11-10 - Publisher: Penguin

DOWNLOAD EBOOK

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeo
Let's Get Real or Let's Not Play
Language: en
Pages: 296
Authors: Mahan Khalsa
Categories: Business & Economics
Type: BOOK - Published: 2008-10-30 - Publisher: Penguin

DOWNLOAD EBOOK

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence Too often, the sales process is all about fear. Customers are af