Sales Differentiation

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

This is very much a B2B sales book.

Great information if you are in business to business sales, but I am not anymore. I wish I would have had this book when I was doing B2B sales. I got some useful information but my sales career is now business to consumer, which by the way is much easier. I will use some of these ideas but it is not what I expected.

Great content, narrator's voice a bit monotonous

Great content, it gave me ideas for new approaches. Maybe nothing revolutionary, but definitely a good and comprehensive summary - well worth it's price. As mentioned, the narrator's voice is a bit monotonous, but acceptable.

Awesome

Need to listen again. Outstanding! You will learn how to be different from competition and think differently as well.

0 of 1 people found this review helpful

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".