Sales, Differentiation, Relationships, Business, Marketing
Summary
Just how much influence does the salesperson have in terms of how the value of his or her product is perceived by their prospective buyer? Actually … quite a lot. And with that in mind, we’ll discuss the importance of sales differentiation with a true expert, Lee Salz. In fact, that’s the very title of his terrific new book. That and more on today’s show.
Interview with Lee Salz
You’ll discover:
- Why you should avoid using the word “best” when describing your product or service.
- The power of this opening statement: “Today, I’ll share with you some differences in what we offer that our clients find beneficial, and you can decide for yourself if those are meaningful to you.”
- How to align your differentiators with the right opportunities.
- The difference between marketing differentiation and sales differentiation.
- Why we must give context to sales differentiators to help prospects understand them.
- A powerful story about a locally owned and operated waste management company in Minnesota that discovered its differentiator and became even more successful.
- How to use the customer’s objection to proactively differentiate your product or service.
Click to Tweet
- Sales #Differentiation is a key to communicating exceptional value and selling at the price you want. Learn how from @SalesArchitects
- #Sales differentiation drives buyer action. @SalesArchitects
- On this episode, learn how to use the customer’s objection to proactively differentiate your product or service. @SalesArchitects #sales
Interview Links
SalesArchitects.com
Sales Differentiation: 19 Powerful Strategies to Win More Deals at The Prices You Want by Lee Salz (also available on Amazon)
Hire Lee to speak
The Sales Architects E-Newsletter
Connect with Lee on Facebook
Connect with Lee on LinkedIn
Follow Lee on Twitter
Resources
The Go-Giver Influencers Facebook LIVE Show
Order The Go-Giver Influencer
Sell The Go-Giver Way Audio Program
GoGiverSalesAcademy.com
The Go-Giver Leader
TheGoGiver.com
GoGiverSpeaker.com
Burg.com
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