The founder and CEO of leading sales strategy consulting firm Sales Architects teaches business owners, executives, and salespeople how to win more deals at the prices they want by creating differentiation in the sales process.
“If we don’t drop our price, we will lose the deal.” That’s the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin—oftentimes unnecessarily.
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 19 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.
See what industry leaders are saying…
“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
“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