{"product_id":"sales-differentiation-19-powerful-strategies-to-win-more-deals-at-the-prices-you-want","title":"Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want","description":"\u003cp\u003e\u003cstrong\u003e\u003cem\u003e\"If we don't drop our price, we will lose the deal.\" \u003c\/em\u003e\u003c\/strong\u003e\u003cbr\u003e \u003cbr\u003eThat'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.\u003cbr\u003e\u003cbr\u003eTo 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.\u003cbr\u003e\u003cbr\u003eIn \u003cem\u003eSales Differentiation\u003c\/em\u003e, 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.\" \u003cbr\u003e\u003cbr\u003eThe 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:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\nRecognize that the expression \"we are the best\" causes differentiation to backfire.\n\u003c\/li\u003e\n\u003cli\u003e\nAvoid the introspective question that frustrates salespeople and ask the right question to fire them up.\n\u003c\/li\u003e\n\u003cli\u003e\nUnderstand what their true differentiators are and how to effectively position them with buyers.\n\u003c\/li\u003e\n\u003cli\u003e\nFind differentiators in every nook and cranny of the company using the six components of the \"Sales Differentiation Universe.\"\n\u003c\/li\u003e\n\u003cli\u003e\nCreate strategies to position differentiators so buyers see value in them.\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eThe \"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:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\nDevelop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.\n\u003c\/li\u003e\n\u003cli\u003e\nShape buyer decision criteria around differentiators.\n\u003c\/li\u003e\n\u003cli\u003e\nTurn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. \n\u003c\/li\u003e\n\u003cli\u003e\nUse a buyer request for references as a way to stand out from the competition.\n\u003c\/li\u003e\n\u003cli\u003e\nLeverage the irrefutable, most powerful differentiator...themselves.\n\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eWhether you've been selling for twenty years or are new to sales, the tools you learn in \u003cem\u003eSales Differentiation\u003c\/em\u003e will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.\u003c\/p\u003e","brand":"Lee B. Salz","offers":[{"title":"Softcover","offer_id":51669541454130,"sku":"9781400238194","price":16.09,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0988\/7934\/0850\/files\/9781400238194_4b4ef285-0a9d-4c37-b022-4be583fe5682.jpg?v=1789409076","url":"https:\/\/53rdstreetbooks.com\/products\/sales-differentiation-19-powerful-strategies-to-win-more-deals-at-the-prices-you-want","provider":"53rd Street Books","version":"1.0","type":"link"}