Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want - Lee B. Salz

Descriere & specificații

nIf we don't drop our price, we will lose the deal. n nThat'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. n nTo 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. n nIn Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen 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. n nThe 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

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