Sales Differentiation: 19 Powerful Strategies to Win More Deals at Your Desired Price | Boost Revenue & Close More Sales for E-commerce Businesses
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DESCRIPTION
"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.
REVIEWS
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4.5
Every client is trying to commoditize your products and services. Your challenge is what you can do and how will you get your teams to think differently. Sales Differentiation by Lee B. Salz can give you and your team a competitive advantage in the market place.Lee shares 19 different strategies to help you win more deals at the prices you want. That’s what the book’s title promises. I was skeptical when I started. I was traveling, and I bought the audio version for my travels. The PDF that comes with the book provided great notes to work from. My paper copy of the book is now full of post it notes and questions for my clients.Does it deliver the promise? Yes! A warning here: This book is only for sales professionals who invest their time working through the book. The author shares facts you need to get your sales people to use differentiation as an advantage in their markets. It gets easier as you work through the process.Lee B. Salz shares battle tested examples that provide you and your team the confidence you need to accelerate your sales and profits. Many sales books take you through examples that have little to do with your current situation. Lee’s examples make it easy to see similarities in what you may be going through in your markets.I’ll share the different differentiation strategies for sales meetings with my team to help them see the possibilities, from the early stages of the sale process to making sure you stand out in the final stages. He uses an example about reference calls I wish I would have had when working a deal that could have made a huge difference in the outcome. It could have saved me a lot of grief!There is nothing worse than losing a deal at the end of the process to your competitor because a prospect didn’t see why your products are the best solution to their needs. Lee coaches you through the process sharing key insights of someone who been there and done that throughout his sales leadership career. I could see how Lee’s process would help my sales people win more business at better prices.Sales Differentiation makes you think. If you’re sales leader, or want to be one, this book can transform your efforts very quickly. What makes the book stand out are his engaging questions. Lee gives you practical, easy to understand examples that make it easy to see and understand his ideas.A final warning: This book has the potential to disrupt your market. I’ve shared it with several of my clients. If you want to get more out of the book, don’t try to digest it all at one time. Work your way through it a chapter at a time, then adjust your sales process to align with these new ideas.
