Sales differentiation: 19 powerful strategies to win more deals at the prices you want

✍ Scribed by Salz, Lee B.

• Publisher: AMACOM; HarperCollins Leadership
• Year: 2018
• Tongue: English
• Weight: 100 KB
• Category: Fiction
• City: New York
• ISBN: 081443990X

✦ Synopsis

"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- often times 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 book teaches you how to develop those strategies.In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins.;What you sell. The best sales consultant in the world -- Differentiation is marketing's responsibility, isn't it? -- the root cause of a salesperson's frustration -- What would you pay for something you could get for free? -- Finding your differentiators -- Who cares about your differentiators? -- Are you leaving differentiation open to buyer interpretations? -- Whose fault is it when a buyer doesn't see your differentiated value? -- How you sell. Differentiating through your selling approach -- Aligning your sales differentiation strategy with decision influencers -- Developing a sales crime theory -- The most important sales differentiation tool -- the art of query to position differentiators -- Shaping buyer decision criteria -- Disrupting the buying process through sales differentiation -- Buyer objections: an opportunity for sales differentiation -- Last chance to differentiate with your buyer -- Keeping the strategy fresh -- The irrefutable differentiator -- Conclusion: Using sales differentiation to get in the door with prospects -- Sales differentiation concepts.

✦ Subjects

Selling