"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 book teaches you how to develop those strategies. In 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." 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: <ul>
<li>Recognize that the expression "we are the best" causes differentiation to backfire.</li> <li>Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.</li> <li>Understand what their true differentiators are and how to effectively position them with buyers.</li> <li>Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." </li> <li>Create strategies to position differentiators so buyers see value in them. </li>
</ul>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: <ul>
<li>Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.</li> <li>Shape buyer decision criteria around differentiators.</li> <li>Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. </li>
<li>Use a buyer request for references as a way to stand out from the competition.</li> <li>Leverage the irrefutable, most powerful differentiator...themselves. </li>
</ul>Whether you've been selling for twenty 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.

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

Business & Money

Salz, Lee B.

Management & Leadership

AMACOM

Every day, companies "promote" their top seller to the role of sales manager. However, this move isn't really a promotion, it's a job change which requires mentoring, training, and development. Rarely are those steps taken. "We'll put six people underneath you and get six times the sales." This is merely a sales fallacy as the manager has not been provided with the requisite tools to lead the team to success. They do, however, hold their sales team accountable for achieving the revenue target. Thus, sales people have been left to their own devices to make themselves successful, until now! Soar Despite Your Dodo Sales Manager, written by sales management strategist Lee B. Salz, teaches sales people how to create their own sales architecture when it has not been provided for them. He shows sales people how to create the systems they need to thrive...develop a sound-byte, design a needs analysis program, profile buying players, and much, much more. Awarded the silver medal for sales motivation and ranked as one of the top ten sales books of 2008 by The Sales Book Awards, Soar! bridges the gap between sales people and their managers by providing the tools sales people need to drive the revenue that they both desire. Told in a mentoring style, this book provides sales people with both an energy boost and a tool kit. The dodo reference is not intended to poke fun at sales managers as there is nothing funny about companies underperforming due to the systems not being in place to lead the sales team to succeed. The dodo became extinct because it was not equipped to adapt to its environment. Sales people, sales managers, and their companies share that same risk of extinction if revenue goals are not achieved.

Soar Despite Your Dodo Sales Manager

Marketing & Sales

W Business Books

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

Product Description 
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:\nHow 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!\nIf 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. 
 Review \n"Salespeople who solely rely on their product to be their key differentiator will lose to those who also differentiate the buying experience. 
Sell Different! teaches you numerous ways to outsmart, outmaneuver, and outsell the competition. Don't just read it. Study it. Embrace it. Live it."\n--Verne Harnish, founder of Entrepreneurs' Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)\n"Lee does it again! The concepts presented in 
Sell Different! are gamechangers. Positioning client onboarding, effectively managing pilot programs, and proactively generating referrals are a few of my favorite takeaways. Devour this book!"\n--Jeb Blount, CEO of Sales Gravy and author of Virtual Selling\n"In 
Sell Different!, Lee Salz lays out successful strategies to reach elusive prospects, and fine more of your best clients, and he teaches you how to embrace virtual selling. Our global sales team implemented many of Lee's strategies, which helped us generate record sales growth."\n--Scott Christensen, Vice President of Global Sales, NuAire, Inc.\n"If you want to sell your products or services at high margins, focusing on features and capabilities isn't enough. In 
Sell Different!, Lee Salz provides rock-solid strategies you can use to outsell competitors and win more deals. It's a must read for every sales professional!"\n--Jill Konrath, author of More Sales, Less Time and SNAP Selling\n" 
Sales Differentiation is one of the best and most relevant sales books in the recent era, and Lee Salz has pulled off the impossible by topping it with his new release, 
Sell Different!. The strategies in 
Sell Different! deliver precisely the tools and skills that drive results. If you want to be amongst the elite in your profession, read this book!"\n--Mike Jeffrey, Vice President of Sales, Paychex\n"Our team has come to rely on Lee to provide us with a consistent foundation and approach to winning more business while keeping the customers we have at prices we need. 
Sell Diff

Business Culture

HarperCollins Leadership

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

"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 book teaches you how to develop those strategies. In 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." The strategies are presented in easy-to-understand stories and can&nbsp;quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: <ul> <li> <div>Recognize that the expression "we are the best" causes differentiation to backfire.</div> </li> <li> <div>Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.</div> </li> <li> <div>Understand what their true differentiators are and how to effectively position them with buyers.</div> </li> <li> <div>Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe."</div> </li> <li> <div>Create strategies to position differentiators so buyers see value in them.</div> </li> </ul> 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: <ul> <li> <div>Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.</div> </li> <li> <div>Shape buyer decision criteria around differentiators.</div> </li> <li> <div>Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity.&nbsp;</div> </li> <li> <div>Use a buyer request for references as a way to stand out from the competition.</div> </li> <li> <div>Leverage the irrefutable, most powerful differentiator...themselves.</div> </li> </ul> Whether you've been selling for twenty 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.

Hired and fired... It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration. 
Despite these issues, executives continue to try to "hire great salespeople." That three-word expression is exactly what Hire Right, Higher Profits is all about. Sales management strategist, Lee Salz begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement "there are no great salespeople" and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks. 
But Salz doesn’t stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue. 
Hire Right, Higher Profits teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. The book is a step-by-step, practical guide teaching you how to implement the revenue investment concept – impacting both the top and bottom lines. It’s a fun, educational read and is chock-full of stories as you learn how to: 
* Shift your executive team’s perspective from hiring salespeople to investing in revenue 
* Identify the factors that affect revenue investment performance – the causes of a salesperson's success or failure in the role 
* Assemble a Revenue Investment Evaluation Program to contrast candidates with the performance factors 
* Scrutinize a Revenue Investment Prospectus – a salesperson’s resume – to get to the truth 
* Evaluate candidates so you select the right salespeople for revenue investments 
* Protect the revenue investment through structured sales onboarding 
* Design sales onboarding curriculum to get a fast, high return on the new revenue investments 
* Assess revenue investment performance both during and post-onboarding 
The methodology presented in Hire Right, Higher Profits can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years with both his sales teams and for clients. Whether you are a seasoned executive or new sales manager, this book has everything you need to build a world-class sales force.

Hire Right, Higher Profits: The Executive's Guide to Building a World-Class Sales Force

CreateSpace Independent Publishing Platform

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.

HarperCollins Leadership on Brilliance Audio

Sales Differentiation

See the best price to sell, buy, or rent books by Salz, Lee B.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Salz, Lee B.

See the best price to sell, buy, or rent books by Salz, Lee B.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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

Soar Despite Your Dodo Sales Manager

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

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

Hire Right, Higher Profits: The Executive's Guide to Building a World-Class Sales Force

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

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