Lee B Salz - Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

PRAISE FOR

SALES DIFFERENTIATION

Lee Salz says its not just what you sell, but how you sell it. His 19 sales differentiation strategies are a surefire way to drive profitable sales.

HARVEY MACKAY , author of the #1 New York Times bestseller Swim with the Sharks Without Being Eaten Alive

In todays competitive business environment, salespeople need to seize every opportunity to differentiate themselves. In Sales Differentiation , Lee Salz presents the strategy and roadmap to help you sell more while protecting margins. I find many salespeople forget that they have an opportunity to stand out from the competition in the way they sell and fight to win sales on price. Lees book will help ensure that doesnt happen to you.

BRANDON STEINER , CEO and founder of Steiner Sports Marketing

Lee Salzs sales differentiation strategies are just what you need to stand out in a crowded market, create more meaningful conversations, and close more deals at the prices you want.

JILL KONRATH , author of More Sales Less Time and SNAP Selling

A treasure chest of practical, tactical, doable ways to differentiate yourself from the competition! Read it.... Use it!

ANTHONY PARINELLO , author of Selling to VITO: the Very Important Top Officer

Salespeople know that differentiation is a best practice, but have been left to their own devices to figure out how to do it... until now. Sales Differentiation presents strategies that salespeople can quickly put into practice. I love the way the book is broken into two sections... what you sell and how you sell, so salespeople can easily use these 19 concepts to win more deals at the prices they want.

VERNE HARNISH , founder of Entrepreneurs Organization and author of Scaling Up (Rockefeller Habits 2.0)

If you cant differentiate yourself in the mind of the buyer, all thats left is your price. This golden volume, Sales Differentiation , arms you with 19 strategies to help you provide value to your buyer. But the glue to turn them into long-term clients is the authorLee Salz. He is your income differentiator.

JEFFREY GITOMER , author of The Little Red Book of Selling

When I was creating the Rainforest Caf, I sought to create a differentiated diner experience. In Sales Differentiation , Lee Salz provides you with the strategies to create a differentiated experience for your clientele. Salespeople often forget they have an opportunity to deliver meaningful value, not just with what they sell, but how they sell. Through great stories and anecdotes, this book teaches you how to do just that. I highly recommend it for anyone in sales.

STEVEN SCHUSSLER , creator and founder of Rainforest Caf, T-REX, Yak & Yeti, and The Boathouse, all featured at Walt Disney World in Orlando, Florida

As a fan of Lees work, I was excited to read his latest book. He delivers as usual! With Sales Differentiation, Lee provides the reader with an easy-to-understand primer for sales success. Written in a no-nonsense style, the book is filled with great examples. It is perfect for both beginning salespeople looking to develop their skills and experienced salespeople seeking to take their sales results to the next level. I will be recommending Sales Differentiation to my sales students!

DAWN DEETER-SCHMELZ , Ph.D., director, Kansas State University National Strategic Selling Institute

Heres the path to no longer hear the price objection ever again, as well as rendering your competitors as irrelevant. Lee Salz, in Sales Differentiation , shares his decades of real world sales success so all can now reap the rewards. Dont read this bookDEVOUR it!

JACK DALY , CEO/entrepreneur/coach and best-selling business author

I. Love. Everything. About. This. Book. Lee Salz not only powerfully describes why DIFFERENTIATION is so critical, but he shows you exactly how to differentiate yourself, your sales approach, and your messaging. Implementing the concepts in Sales Differentiation will get you more meetings with the right buyers, elevate how they view you and your solution, and help you close more business.

MIKE WEINBERG , author of the New Sales. Simplified . and Sales Management. Simplified.

Sales organizations prosper when they eliminate the default activity of lowering prices to win sales. This will give you the knowledge and confidence to do just that.

TOM HOPKINS , author of When Buyers Say No

Lee Salz is the E. F. Hutton of customer acquisition. When Lee speaks, you should listen. In an over-crowded, over supplied world, Lees insights into differentiating yourself by how you sell ring fresh and true. I regularly refer my clients to Lee and wait for the accolades to come streaming inwhich they always do. Lee Salzs methods are practical and they work!

BILL MILLS , CEO, Executive Group, Inc.

Everyone agrees that sales differentiation is a good thing, but no one has ever explained exactly what, why, and how to truly become differentiated. Until now. Sales Differentiation is a comprehensive and compelling look at an often-overlooked strategy for sales success.

DEB CALVERT , author of Stop Selling & Start Leading and DISCOVER Questions

Finally, a definitive approach on what it means to differentiate yourself and what you sell. Lee Salz has done a masterful job of detailing multiple strategies you can use now to genuinely set yourself apart in the eyes of your customers. The value in the book is in his examples, which allow you to understand what you need to do to create a sales differential your customers will notice and, more importantly, pay for! This isnt a book to simply read. Its a book to read and apply. You wont regret it!

MARK HUNTER , CSP, The Sales Hunter, author of High-Profit Prospecting

Sales Differentiation shows how salespeople are more important than ever in terms of adding value and differentiating their product or service from the competition. The concepts presented by Lee Salz will help you in every phase of the sales processfrom opening doors to winning deals at the prices you want. Make sure you have a pen, paper, and highlighter in hand when you read this book.

PAUL NOLAN , editor, Sales & Marketing Management magazine

Filled with dozens of proven concepts as well as highly-relatable stories, this book shows that salespeople who differentiate themselves not only win more deals, but they also win at higher margins. It is a brilliant and practical how-to guide for salespeople at every level. If you want to escape the high penalty that comes from the buyers perception of sameness, this book is your key to success.

GERHARD GSCHWANDTNER , CEO, Selling Power magazine

Finally, a book that addresses differentiation in a step by step manner that allows salespeople to apply what they learn immediately. The practical easy-to-read format and examples to drive the point home are exceptional. Get this book in the hands of every salesperson you know.

ALICE HEIMAN , founder and CSO at Alice Heiman, LLC

In todays sales environment where buyers are subjected to more sales noise than ever, Sales Differentiation is a must-read (and must-implement) for any salesperson who wants to stand out and excel. With Lees engaging, entertaining writing style, peppered with numerous stories and examples, youll find yourself reading the book quickly. But, youll want to go through it again several times to absorb, highlight, and write down the many valuable how-tos to use on your own calls.

ART SOBCZAK , author of Smart Calling

In Sales Differentiation , Lee delivers a fine addition to his line of outstanding sales reference tools. Its straightforward, packed full of real-world examples, and presented in a fresh, unique way as only Lee can. He not only addresses many common sales myths and barriers but provides examples and detailed processes to help you differentiate your products and services in a way that will catch a buyers attention.

LARRY REEVES , CEO, American Association of Inside Sales ProfessionalsNext page