MINNEAPOLIS, Sept. 18, 2018 /PRNewswire/ -- "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.
"Given the fierce competition they face, salespeople need to differentiate themselves and their selling approach to win more deals at the prices they (and their employers) want," said Lee B. Salz who teaches this strategy in his latest book Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want. 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.
"These concepts are applicable to any salesperson in any industry and are based on the foundation principle: how you sell, not just what you sell, differentiates you," said Salz who is an expert in salesforce development.
With the foreword written by noted sales authority Jeb Blount, Sales Differentiation contains two sections which delve into sales differentiation strategies in both what you sell and how you sell. The what you sell chapters helps salespeople and executives identify what their true differentiators are, determine the right circumstances to share them, and develop strategies 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," Salz said.
"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," he said.
Sales Differentiation is drawing high praise from the sales expert community.
"Lee Salz says it's not just what you sell, but how you sell it. His 19 sales differentiation strategies are a surefire way to drive profitable sales."
- Harvey Mackay, author of the #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 Marketing
"Lee Salz' 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 Entrepreneurs' Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)
"Sales Differentiation arms you with 19 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 The Little Red Book of Selling
"When I was creating the Rainforest Café, I sought to create a differentiated diner experience. In Sales Differentiation, Lee Salz provides you with the strategies to create a differentiated experience for your clientele. I highly recommend it for anyone in sales."
- Steven Schussler, creator and founder of Rainforest Cafe, T-REX, Yak & Yeti and The Boathouse all featured at Walt Disney World in Orlando
About Lee B. Salz
Lee B. Salz is the leading sales management strategist and CEO of Sales Architects®. A recognized expert in sales force development, he works with senior executives and business owners across all industries, helping their salespeople win more deals at the prices they want. He is also the bestselling author of Hire Right, Higher Profits and three other widely-acclaimed books. Lee is available for sales consulting, strategy development workshops, and keynote speaking. https://www.salesarchitects.com/
SOURCE Sales Architects