Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

How you sell, what you sell, and you as the salesperson are the three elements you have to differentiate your offering. Sales is about finding a need and filling it - and that process starts with differentiation. The book will give you readings and tools to set yourself apart from the pack and get decisions based on factors other than price. A good reminder that different is often better.

Every client is trying to commoditize your products and services. Your challenge is what you can do and how will you get your teams to think differently. Sales Differentiation by Lee B. Salz can give you and your team a competitive advantage in the market place.Lee shares 19 different strategies to help you win more deals at the prices you want. That’s what the book’s title promises. I was skeptical when I started. I was traveling, and I bought the audio version for my travels. The PDF that comes with the book provided great notes to work from. My paper copy of the book is now full of post it notes and questions for my clients.Does it deliver the promise? Yes! A warning here: This book is only for sales professionals who invest their time working through the book. The author shares facts you need to get your sales people to use differentiation as an advantage in their markets. It gets easier as you work through the process.Lee B. Salz shares battle tested examples that provide you and your team the confidence you need to accelerate your sales and profits. Many sales books take you through examples that have little to do with your current situation. Lee’s examples make it easy to see similarities in what you may be going through in your markets.I’ll share the different differentiation strategies for sales meetings with my team to help them see the possibilities, from the early stages of the sale process to making sure you stand out in the final stages. He uses an example about reference calls I wish I would have had when working a deal that could have made a huge difference in the outcome. It could have saved me a lot of grief!There is nothing worse than losing a deal at the end of the process to your competitor because a prospect didn’t see why your products are the best solution to their needs. Lee coaches you through the process sharing key insights of someone who been there and done that throughout his sales leadership career. I could see how Lee’s process would help my sales people win more business at better prices.Sales Differentiation makes you think. If you’re sales leader, or want to be one, this book can transform your efforts very quickly. What makes the book stand out are his engaging questions. Lee gives you practical, easy to understand examples that make it easy to see and understand his ideas.A final warning: This book has the potential to disrupt your market. I’ve shared it with several of my clients. If you want to get more out of the book, don’t try to digest it all at one time. Work your way through it a chapter at a time, then adjust your sales process to align with these new ideas.

Lee's book shows you how to keep the price stable in negotiating, getting the customer to fully buy into your solution values. You will close more deals, shorten the sales cycle and create more leads from past clients. A good and clear read. Have your entire salesforce read and review the information to break quota.Bart

Lee's outstanding book on sales is a must read for any young/old/ancient sales professional or sales manager.If I were a sales manager, I would give each person on my sales team a copy of this book and make them read it within 20 days and then write a summary for each person to share with the others. And if they don't read it and report what they learned, you'll know who on your team is not worth the energy to train and retain on your team. Strong words, but a real truth.Given the fact that 85% of professional sales people don't read books or take studying the sales process seriously, Sales Differentiation is the book of choice.As a long time sales and management recruiting professional and writer myself, Lee's book is far more detailed than any book I could write on this topic. Examples of the psychology of persuasion, negotiation strategies, as well as checklists of how to define one's sales approach are easy to adapt to your products or services.If you are in a sales job right now and have not read this book--or any current sales training book--you are leaving 10-30k of commissions at the table that could be in your pocket, regardless of what you sell.I have read and re-read this book every quarter and have given this book to dozens of my clients as the best sales training book in the last decade.Read this book and prove to yourself that you are serious about your profession and want to earn a living that is possible.Russ Riendeau, PhDNew Frontier Search Company

If you are a salesperson who wants to stand out in a crowd, grab a copy of Lee Salz's book, "Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want." Salz cautions that if you are telling prospective clients they should buy from you simply because you or your product is "the best," your words will ring hollow. Before you make that first contact, do your homework to understand why this client should even want to talk to you right now. Don't waste your time pursuing lost causes. As Salz reminds us, "If you are going to lose, lose early." Salz helps you learn how to package your product/services as outclassing the competition because they are better, because they are different in a meaningful way. Your superior service can then be seen as worth the price you are charging. No doubt, you encounter buyers who say, "We are perfectly happy with the service/product we have now." Because you know your business better than your clients do, you have to help them understand the difference you offer and show them how to go about buying it by disrupting the status quo. You can even help shape the buying criteria and address buyer concerns before they arise. If you have to deal with procurement departments, Salz presents key strategies for success. Even at the reference stage of the deal, you have important work to do to lock down the sale. But more than anything else, "the irrefutable differentiator is YOU!" This is a quick read with easy to understand examples and practical exercises. Even with underlining and note taking, I read it in a day. Our whole sales team was assigned to read this, and I am eager to discuss how we can incorporate these practices into our everyday work. I'm expecting better results!

Simple but effective, some powerful tips here for any kind of sales negotiation, promotional communications or proposition refinement.Snappily written and easily accessible, this is packed with more than just 19 different strategies - as the verbal illustrations offer so much more insight and inspiration.Anyone, in any walk of life, should read this is - if they have ever wanted anything.Most excellent.

Lee Salz manages to create a framework that's both practical and a way of thinking that's illuminating.After going through countless sales and marketing books, this one is by far the best way to tackle the art of sales in today's modern world both on and offline.With simple effective dynamic frameworks and exercises, Lee's methods force people to think differently about what they do and how they sell it.The book is an absolute must! You won't need another sales book after reading this one!

Good book with some useful insights. More specific use case examples would be helpful, but I suspect that is why you would hire him...

Lee Salz has written a masterpiece on differentiation in #sales🥇A must read in 2018, if you are serious being a top notch sales champ 🎯 #businessdevelopment #differentiation #sales

Great book. Easy to read, the author keeps it moving and doesn't get bogged down in the heavy details. Great step by step how-to for showing you how to create a difference.I sell a somewhat unique service, but if you are selling something somewhat homogenous, it is full of great techniques to set yourself apart from your competitors.More importantly for me, I found that there are some really good, solid sales fundamentals in there for any sales rep. Absolutely worth the time and investment to read. Thanks!