
Sales Differentiation
19 Powerful Strategies to Win More Deals at the Prices You Want
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Narrated by:
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Van Tracy
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By:
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Lee B. Salz
About this listen
"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 NelsonListeners also enjoyed...
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- By: Jonathan Goodman
- Narrated by: Chris Ciulla
- Length: 6 hrs and 15 mins
- Unabridged
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No matter your goals, The Obvious Choice offers 15 essential lessons on profit and success that are timeless because they prioritize the humans who buy from you and not erratic and temperamental algorithms. Jonathan Goodman—one of the world's leading experts on helping people simplify their business—reveals proven frameworks for increasing efficiency, praying to the social media gods less, and mastering the art of finding your customers.
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Proceed with caution!!!
- By Ren on 01-15-25
By: Jonathan Goodman
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A Mind for Sales
- Daily Habits and Practical Strategies for Sales Success
- By: Mark Hunter CSP
- Narrated by: Mark Hunter CSP, Henry O. Arnold
- Length: 4 hrs and 52 mins
- Unabridged
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Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
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Easy Listening
- By Sunny Burns on 12-21-20
By: Mark Hunter CSP
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The Gold Standard
- Giving Your Customers What They Didn't Know They Wanted
- By: Colin Cowie
- Narrated by: Colin Cowie
- Length: 5 hrs and 47 mins
- Unabridged
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Learn how to cultivate the most incredible customer experiences on earth through this essential guide by Colin Cowie, distinguished purveyor of unforgettable “wow” events for the world’s most demanding clients.
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Boring
- By Paul/Big Dog on 10-09-24
By: Colin Cowie
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Cold Calling Sucks (and That's Why It Works)
- A Step-by-Step Guide to Calling Strangers in Sales
- By: Armand Farrokh, Nick Cegelski
- Narrated by: Armand Farrokh, Nick Cegelski
- Length: 4 hrs and 9 mins
- Unabridged
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Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
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Do not start this book! Until you do this first…
- By Jarvis I. Marlow on 09-24-24
By: Armand Farrokh, and others
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101 Tough Conversations to Have with Employees
- A Manager's Guide to Addressing Performance, Conduct, and Discipline Challenges
- By: Paul Falcone
- Narrated by: Adam Lofbomm
- Length: 12 hrs and 45 mins
- Unabridged
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Inappropriate workplace conduct, lateness, sexually offensive behavior, productivity and communication issues...these are just a few of the uncomfortable topics bosses must sometimes discuss with their employees. 101 Tough Conversations to Have with Employees offers realistic sample dialogues managers can use to facilitate clear, direct interactions with their employees, helping to sidestep potential awkwardness and meet issues head-on.
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Decent examples, but outdated male focused POV
- By GinaM on 01-09-22
By: Paul Falcone
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How to Listen, Hear, and Validate
- Break Through Invisible Barriers and Transform Your Relationships (How to be More Likable and Charismatic, Book 11)
- By: Patrick King
- Narrated by: Russell Newton
- Length: 3 hrs and 5 mins
- Unabridged
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How to Listen, Hear, and Validate is all about our top communication struggle - our tendency to react instead of respond, and forget that our goal is to build bridges rather than walls. You’ll learn what you’ve been doing wrong, and why your efforts at getting closer to people - in deep or light manners - have failed. You’ll learn actionable techniques and frameworks to have the most productive conversations of your life - ones that will walk away with people praising how empathetic you are.
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Plagiarized
- By Exactly My Point on 12-07-21
By: Patrick King
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Adversity for Sale
- Ya Gotta Believe
- By: Jeezy
- Narrated by: Jay Jenkins
- Length: 7 hrs and 46 mins
- Unabridged
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To Jeezy’s legion of fans, his name is synonymous with hustle, grit, and the integrity to go out there and achieve your dreams. In his first book, Adversity for Sale: Ya Gotta Believe, Jeezy shares never heard stories of what it took for him to beat the odds and get out of the streets, his mindset he carefully honed to get an edge, and the lessons that changed his life and business.
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Couldn’t turn it off!!
- By Anonymous User on 09-11-23
By: Jeezy
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How to Be a Great Boss
- By: Gino Wickman, René Boer
- Narrated by: Peter Berkrot
- Length: 3 hrs and 37 mins
- Unabridged
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In How to Be a Great Boss, Gino Wickman and René Boer present a straightforward, practical approach to help bosses at all levels of an organization get the most from their people. They share time-tested tools that have worked for more than 30,000 bosses in every industry. You can learn to be a great boss - and dramatically improve both your organization's performance and your team's excitement about their work.
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Great principles, but repetitive of Traction
- By Amazon Customer on 11-03-16
By: Gino Wickman, and others
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Against the Gods
- The Remarkable Story of Risk
- By: Peter L. Bernstein
- Narrated by: Mike Fraser
- Length: 14 hrs and 27 mins
- Unabridged
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In this unique exploration of the role of risk in our society, Peter Bernstein argues that the notion of bringing risk under control is one of the central ideas that distinguishes modern times from the distant past. Against the Gods chronicles the remarkable intellectual adventure that liberated humanity from oracles and soothsayers by means of the powerful tools of risk management that are available to us today.
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Glad it finally got here
- By bda31175 on 10-16-21
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Do the Hard Things First
- How to Win Over Procrastination and Master the Habit of Doing Difficult Work (Bulletproof Mindset Mastery Series)
- By: Scott Allan
- Narrated by: Joe Hempel
- Length: 5 hrs and 11 mins
- Unabridged
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Are you living in chaos because you keep putting off important tasks until the last minute? Do you feel disorganized at home and at work? Are you experiencing feelings of anxiety, frustration, and helplessness because of all your unfinished projects? If so, it's time to break the procrastination habit and rewire your difficult work habits.
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I feel attacked! lol
- By Alexis B on 03-24-22
By: Scott Allan
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5 Types of People Who Can Ruin Your Life
- Identifying and Dealing with Narcissists, Sociopaths, and Other High-Conflict Personalities
- By: Bill Eddy LCSW Esq.
- Narrated by: Tom Parks
- Length: 5 hrs and 44 mins
- Unabridged
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Filled with expert advice and real-life anecdotes, 5 Types of People Who Can Ruin Your Life is an essential guide to helping you escape negative relationships, build healthy connections, and safeguard your reputation and personal life in the process. And if you have a high-conflict personality, this book will help you help yourself.
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Painfully shortsighted…
- By GoldenGirl on 03-27-25
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Becoming Bulletproof
- Lessons in Fearlessness from a Former Secret Service Agent
- By: Evy Poumpouras
- Narrated by: Evy Poumpouras
- Length: 10 hrs and 20 mins
- Unabridged
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Becoming Bulletproof means transforming yourself into a stronger, more confident and more powerful person. Evy Poumpouras - former Secret Service Agent to three Presidents and one of only five women to receive the Medal of Valor - demonstrates how we can overcome our everyday fears, have difficult conversations, know who to trust and who might not have our best interests at heart, influence situations and prepare for the unexpected. When you have become bulletproof, you are your best, most courageous and most powerful version of you.
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Great stories sprinkled throughout
- By Nika C on 01-21-21
By: Evy Poumpouras
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How to Make a Few Billion Dollars
- By: Brad Jacobs
- Narrated by: Brad Jacobs
- Length: 5 hrs and 37 mins
- Unabridged
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In How to Make a Few Billion Dollars, Jacobs defines the mindset that drives his remarkable success in corporate America—and distills a lifetime of business brilliance into a tactical road map.
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Meh
- By Anonymous User on 09-24-24
By: Brad Jacobs
Awesome
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Simple, yet effective
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A Must for Small Business
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Great for any sales person at any age
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Must Read for Anyone in Biz Dev!
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Very Targeted Message- Excellent
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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.
One of the best B2B sales books. 6 stars
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Great book!
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Great enlightenment
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Great book
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