Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition

Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition

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Overview

Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!

Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers.

How do you stand out from the pack and not just land the account, but win deals at the prices you want?

Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones.

The practical, proven strategies presented in Sell Different! include:

  • How to defeat your toughest competitor (hint: it’s not who you think it is)
  • An actionable 16-phase plan to reach and engage elusive prospects
  • Finding more of your best clients (it’s easier than you think)
  • Acquiring more referrals than you ever dreamed possible
  • Virtual selling and how to harness its potential
  • Neutralizing the fear of change that paralyzes buyers and kills deals
  • Structuring pilot programs that advance your deals
  • Identifying the critical person needed to win more deals at the prices you want
  • Solving closing problems and fixing the real issue limiting your success
  • Dissecting and resolving the most challenging sales objection — price!
  • What 99.999% of salespeople don’t do, but should
  • Expanding account relationships to explode revenue and lock out the competition
  • How to address a major flaw when comparing salespeople with professional athletes
  • And much, much more!

If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.


Product Details

ISBN-13: 9781400222506
Publisher: HarperCollins Leadership
Publication date: 09/14/2021
Pages: 208
Sales rank: 1,104,166
Product dimensions: 8.90(w) x 6.10(h) x 0.90(d)

About the Author

When salespeople aren’t winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz for help. Lee is a world-renowned sales management strategist and CEO of Sales Architects®. A recognized expert in Sales Differentiation, he specializes in helping salesforces, across all industries, win more deals at the prices you want.

A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. Lee is a frequently-sought keynote speaker and consultant on Sales Differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics.

He is the bestselling author of the award-winning, bestselling books Sales Differentiation and Hire Right, Higher Profits.

Lee is a championship powerlifter and a graduate of Binghamton University. Originally from New York City and New Jersey, he now resides in a Minneapolis suburb with his wife, three kids, and two dogs. When he isn't helping his clients win more deals at the prices you want, you will find him on the baseball field coaching his boys.

Table of Contents

Acknowledgments xv

Foreword Jack Daly xvii

Introduction: My Inspiration for Sales Differentiation Strategy xxi

1 Differentiating the Buying Experience and Creating "Wow!" 1

2 Your Toughest Competitor Is Not Who You Think It Is 15

3 Finding More of Your Best Clients 27

4 Making Your Sales Life Easier and More Lucrative 35

5 Harnessing the Power of Virtual Selling 47

6 The Critical Person Needed to Win More Deals at the Prices You Want 59

7 The Myth of Closing Problems 73

8 Dissecting the Toughest Sales Objection 87

9 The Ultimate Deal Killer 101

10 Pilots, Trials, and Trust (Or Lack Thereof) 115

11 More Than 99.999% of Salespeople Don't Do This, But They Should 123

12 Are You About to Lose Your Largest Account? 131

13 Customer Service Is Not Account Management 141

14 The Gift Every Salesperson Has Been Given 153

15 The Major Flaw When Comparing Salespeople with Athletes 163

Sell Different! Concepts 171

Index 175

About the Author 183

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