Sales Differentiation

19 Powerful Strategies to Win More Deals at the Prices You Want

By: Lee B. Salz

Narrated by: Van Tracy

Length: 5 hrs and 21 mins

Publisher's Summary

"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 audiobook teaches you how to develop those strategies.

In Sales Differentiation, sales management strategist, Lee B. Salz presents 19 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 20 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.

Accompanying charts are available in the audio book companion PDF download.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio. 

©2018 Lee B. Salz (P)2018 Thomas Nelson

Very Targeted Message- Excellent

I loved how focused this book’s content is on the importance of differentiation. It’s like Jack Trout’s marketing classic “Differentiate or Die,” but with a sales twist. This book is worth your time and money because it will help you and your customers/clients focus on which relevant differentiated attributes in your offering set you apart from your competition.

One of the best B2B sales books. 6 stars

With more than 200 books in on Audible, I'd give this book 6 stars.

This is an awesome b2b sales book, no gimmics. completely practical, and not only provides help with sales structure and strategy, but helps provide clarity on the overall business and branding. Stand out from competition, and achieve the sales to the right clients based on value not being commoditized like the majority of other companies. Don't compete on price, there's always someone out there willing to lose money, because they don't know their numbers.

A Must for Small Business

This book offers several ideas on how to differentiate you business to compete in markets that buyer perceive as commoditized. With real-life business examples, verbiage to use, and questions to ask, this book is an invaluable resource.

Great enlightenment

This book is recommended by my boss so I gave it a try. I’ve learned many disruptive concepts to help me start my account management journey.

Sales handbook

This a great book for salespeople of all aspects of sales it help you take a closer look at what you say and how you say it. I can’t find anything to criticize or second guess great read.

it was meh

The narrator sounded like he was lecturing you and mad you didn't already know the information, which is ironic since not doing that is a topic specifically addressed in the book.
content wise there are several gems but also it keys more on how to identify you aren't differentiated rather than digging in to how you can. there is also times the author basically says we will cover that later but never really gets to the info or it's lost in the info between chapters.
if you're experienced and just digging for a few gems to learn from you may find some here. if you are newer to sales there are 50 books id tell you to start with before this one

Great for any sales person at any age

I was introduced to Lee through a webinar during the Covid pandemic and was instantly drawn to his differentiated approach. After we exchanged a couple of pleasantries, I decided to buy and download his book. Needless to say, even after 14 years in professional sales, I was impressed at the material and delivery that Lee brought through his book. This is a book I will read at least once a year to stay sharp and to improve my sales game.

originally recommended to me, I 100% agree

working in a service industry, I quite frequently find my customers trying to come out of ties my services. when I reached out to a author with this problem, he recommended this book. I found it chock-full of golden nugget and actionable tips that I have already started implementing both in conversations and updating my website. I think this might be my favorite Business book of 2020

Great book

This was a great book gives good advice on how to make you stand out and be better than the competition not true Price but by through leader ship

Great book!

Filled with action steps and thought provoking insights that walk you through achieving the goal.

Fascinating sales book

this was solid gave me some great insights on now differentiation truly works and what it should look like

incredable

simplifies all of the so seemed big questions on why we are different in sales.

This is the best sales book I have read!

Lee Salz manages to create a framework that's both practical and a way of thinking that's illuminating.

After going through countless sales and marketing books, this one is by far the best way to tackle the art of sales in today's modern world both on and offline.

With simple effective dynamic frameworks and exercises, Lee's methods force people to think differently about what they do and how they sell it.

The book is an absolute must! You won't need another sales book after reading this one!

Couldn't put it down.

Incredible book, well written and eye-opening. After finishing the book first time around, I went back and started all over again, taking loads of notes. Lots of great information to take in. It is definitely added to my list of "must reads".