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Sales Differentiation

19 Powerful Strategies to Win More Deals at the Prices You Want
Written by: Lee B. Salz
Narrated by: Van Tracy
Length: 5 hrs and 21 mins
Categories: Business & Money, Careers
4 out of 5 stars (6 ratings)

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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

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  • Overall
    5 out of 5 stars
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  • JSizzle
  • 2019-02-22

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.

1 of 1 people found this review helpful

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  • TheWireGuy
  • 2019-10-03

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.

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  • T
  • 2019-10-02

Great book!

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

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  • Mark J Reeves
  • 2019-05-25

Extremely helpful, All Salesman Need This

Easy to listen to many times. which helps the skills learned to burn into your Sales Spirit. This Book will make you $$$$$$$. Enjoy It.

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  • David S
  • 2019-01-16

Mainly for B2B, not the entrepreneur

I was so glad to be done with this book. Very little of relevance for my one person direct sales business.

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  • Rayfus Hodges Jr.
  • 2019-01-10

A Must Addition to Your Sales Library

Great and differentiated way to scale. Filled with immediately usable and effective strategies to separate yourself.

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  • Fabrizio Martti
  • 2018-12-17

Simple, yet effective

Short, simple and well explained strategies to apply on any business right away. The narration is also great.

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  • Chris Nichols
  • 2018-12-14

Must Read for Anyone in Biz Dev!

Great strategies to take you and your team to the next level! This will redirect and refocus your current strategies.

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  • C. Toenyes
  • 2018-11-03

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.

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  • Tomas
  • 2018-10-31

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.