Are You About to Lose Your Largest Client?

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Filled with dozens

“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 buyer’s perception of sameness, this book is your key to success.”

Gerhard Gschwandtner, CEO, Selling Power magazine

Deals at the prices

“Lee Salz’s 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

Actionable and easy

“In a sales world with so much noise, Lee’s book stands out just like his teachings. It’s actionable and easy to read, made for any level of sales professional.”

Max Altschuler, Max Altschuler, CEO Sales Hacker & Author of Hacking Sales

Refer my clients

“Lee Salz is the E. F. Hutton of customer acquisition. When Lee speaks, you should listen. In an over-crowded, over supplied world, Lee’s 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 in – which they always do. Lee Salz’s methods are practical and they work!”

Bill Mills, CEO, Executive Group, Inc.

Comprehensive and compelling

“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, Stop Selling & Start Leading and DISCOVER Questions®

World sales success

“Here’s 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. Don’t read this book – DEVOUR it!”

Jack Daly, CEO/Entrepreneur/Coach and Best Selling Business Author

Stand-out

“I find many salespeople forget that they have an opportunity to stand-out from the competition in the way they sell so instead they fight to win sales on price. Lee’s book will help ensure that doesn’t happen to you.”

Brandon Steiner, CEO and founder of Steiner Sports Marketing

Compel your dream

“If you want to compel your dream clients to change, you have to be different in a way that makes a difference. Lee Salz has written a comprehensive guide to differentiating your offering in a crowded, me-too marketplace. More importantly, this book will help you do the critical work of differentiating yourself!”

Anthony Iannarino, Author of Eat Their Lunch: Winning Clients Away from Your Competitors

Implementing the concepts

“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.

Next level

“Sales Differentiation is filled with great examples that are perfect for both beginning salespeople looking to develop their skills and experienced salespeople seeking to take their sales results to the next level!”

Dawn Deeter, Ph.D., director, Kansas State University National Strategic Selling Institute

Best practice

“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.”

Verne Harnish, founder Entrepreneurs’ Organization (EO) and author of Scaling Up (Rockefeller Habits 2.0)

Step by step manner

“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

Knowledge and confidence

“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

A treasure

“A treasure chest of practical, tactical, and doable ways to differentiate yourself from the competition! Read it…Use it!”

Anthony Parinello, author of Selling to VITO, The Very Important Top Officer 

Outstanding sales

In “Sales Differentiation” Lee delivers a fine addition to his line of outstanding sales reference tools. It’s straight forward, 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 buyer’s attention.

Larry Reeves, CEO, American Association of Inside Sales Professionals (“AA-ISP”)

Fantastic and strategic

“In a sea of businesses and salespeople competing in the same spaces for the same dollars, being different is the only way to get an edge on your competition. Lee Salz has penned a fantastic and strategic book that gives salespeople the formula to do just that. Simply put, this book is not only incredibly useful, it’s different.”

Ken Kupchik, author of The Sales Survival Handbook and creator of Sales Humor 

Common trap

“Lee Salz has written a different sales book about how YOU can be a different sales professional to help you sell more. It’s a common trap that a lot of salespeople fall into, all saying the same things, trying the same strategies and selling in the same way. The problem is that doesn’t often work and it’s usually those who do it differently that win. This book is brilliantly written and talks you through how you make WHAT you sell different and the WAY you sell different to win more deals. I’ve read a lot of sales books over the years, but none have given such a great process that I know I’ll be able to use straight away.”

Daniel Disney, Founder of The Daily Sales and Leading Social Selling Trainer

Entertaining writing style

In today’s 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 Lee’s engaging, entertaining writing style, peppered with numerous stories and examples, you’ll find yourself reading the book quickly. But, you’ll want to go through it again several times to absorb, highlight, and write down the many valuable how-to’s to use on your own calls.”

Art Sobczak, Author of “Smart Calling”

Simple and effective

“Sales Differentiation is full of ideas that will immediately help you win more business. For example, Lee’s Sales Crime Theory – do your investigating before you make the sales call – is so simple and effective yet a large majority of sales executives think that doing one’s homework is finding a phone number or at best, visiting a prospect’s website. Lee gives you easy-to-implement ideas that will ensure you are relevant, that give you permission to ask challenging questions, that give you an edge in negotiations, and that separate you from just about every salesperson in every sales call, every time.”

Sam Richter, World’s Leading Expert on Sales Intelligence and CEO SBR Worldwide/Know More

Detailing multiple strategies

“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 isn’t a book to simply read. It’s a book to read and apply. You won’t regret it!

Mark Hunter, CSP, “The Sales Hunter,” author of “High-Profit Prospecting.”

Competitive advantage

“As I’ve traveled around the world over the past several years working with companies and their salespeople, I’ve been amazed to find that they do not know, and cannot articulate, their competitive advantage! How can a company or salesperson expect prospects and customers to give their time and attention if they do not understand,clearly and concisely, what that company can do for them that no one else can do? So, how can you demonstrate your competitive advantage? Buy Sales Differentiation by Lee Salz, read it page by page, implement its 19 strategies and you will then be able to set yourself apart from your competition and clearly show your customers what your company can do for them that no one else can do.”

Dr. Tony Alessandra, author of Collaborative Selling: How to Gain the Competitive Advantage in Sales

Your income differentiator

“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 author – Lee Salz. He is your income differentiator.”

Jeffrey Gitomer, Author of The Little Red Book of Selling

Opening doors to winning

“’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 process – from 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

Highly recommend

“When I was creating the Rainforest Café, 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. I highly recommend it for anyone in sales.”

Steven Schussler, creator and founder of Rainforest Cafe, T-REX, Yak & Yeti and The Boathouse all featured at Walt Disney World in Orlando, FL

Profitable sales

“Lee Salz says it’s 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

 

For the last five years, a hardware supplier sold screws to a national home building company. Whenever the home builder ordered screws, the supplier delivered them accurately and on-time. If the home builder wanted Philips screws, the supplier delivered them. If they wanted flathead screws, the supplier had those, too. The supplier had screws of all types and sizes which allowed them to serve this national home builder client.

The supplier was proud of its performance, and the home builder was pleased with the customer service responsiveness. Over the years, this client grew to become one of the largest, most profitable clients in the hardware supplier’s portfolio.

One day, everything changed. The home builder stopped buying screws from this supplier. A competitor came along and took the account away.

How could that happen given the performance of the hardware supplier?

 

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The competitor talked with the home builder, not just about the screws. The salesperson inquired about the tools they used to install the screws and the material in which the screws were installed. Interestingly, just like the incumbent supplier, the competitor could provide a comprehensive solution rather than sell a single product. Unfortunately for the incumbent, they never had a conversation about the full solution they could provide. They were complacent with the revenue they had and felt that their customer service would create client loyalty. Unfortunately for them, they were wrong.

They lost this account, and the competitor didn’t win it on price. They used Sales Differentiation strategy to position the value of consolidating suppliers with a comprehensive solution which made a strong business case justifying a change. The incumbent was merely a product-pusher and did nothing to provide meaningful, differentiated value.

This story parallels a dynamic I find in most companies. They have a fragmented client portfolio. They sell a product to a client and don’t develop a strategy to position the full solution they can bring to bear. They may have sold a single product to a company or a full solution to a division or location. In both cases, there is more selling to be done!

The key is to use a selling strategy I refer to as conquering accounts. Your client portfolio represents both opportunities and vulnerabilities which a conquering accounts strategy addresses.

The opportunity you have is to grow revenue with those you presently have a relationship.

The vulnerability comes into play when you don’t have a conquering accounts strategy as a competitor, just like with the hardware supplier, comes along and presents a compelling solution rather than pushing a product.

Have you ever looked at your client portfolio and asked yourself how much untapped revenue it represents? If you haven’t, you should! In my experience with clients, I find their client portfolio looks like a slice of Swiss cheese. There are unnecessary holes in their portfolio where they leave revenue on the table and themselves unnecessarily vulnerable to the competition.

Salespeople are pushed to hunt for new accounts, but who is tasked with going back to the existing clients with a conquering accounts strategy?

The first step in the development of your Conquering Accounts Strategy is to put together a Product Contrast Matrix as described below:

1. List of all of your products in the left-hand column

2. In the second column, identify who the competitors are for each product

3. In the third column, ask yourself who buys this product (market segments and the Decision Influencers within them)

4. In the fourth column, for each product, ask yourself the following question:
If they are buying this product, what other products of ours should be of interest?
(If the hardware supplier had asked themselves that question, they would have identified opportunities on both sides of the screw.)

5. In the fifth column, explain why the other products should be of interest by asking this question:
What is the synergy between the product they are currently buying and the related ones?

6. In the sixth column, list the competitors for the other product(s).

Once completed, contrast the data in this tool with your client portfolio. You will quickly be able to see opportunities and vulnerabilities which you can resolve by conquering the account.

Assign each account to a salesperson to develop a conquering accounts strategy and develop a timeline for execution of the strategy.

Your conquering accounts strategy allows you to play both offense and defense against your competitors. You drive revenue and keep them out of your accounts. Using Sales Differentiation strategy to conquer accounts leads to explosive, profitable growth.

 

Special Offer!

Get your copy of Sales DifferentiationWhether you have been selling for twenty years or are new to sales, the tools you will learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

When you order today, you’ll gain access to Lee’s “Sales Differentiation Minute” video series (a $1,495 value). For 20 weeks, you will receive an email with a video link in which Lee brings Sales Differentiation strategies to life helping you put them into practice. Learn more here.

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.