Sell Different to Win Deals at the Prices You Want

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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

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.

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

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”

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

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)

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®

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.

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

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

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

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 

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

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

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

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

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

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”)

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

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

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

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

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

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.”

 

When I introduce the subject of differentiation to salespeople, they immediately point their fingers at their employers.

“It is their job to create a differentiated product for us to sell,” they'll say. In their minds, differentiation is entirely the responsibility of the company. Certainly, a company has a responsibility to create a differentiated offering that justifies the pricing they’ve assigned to it. What salespeople often fail to recognize is...

 

They Have A Tremendous Opportunity To Differentiate Themselves Beyond The Features And Functions Of What They Sell.

 

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By leveraging Sales Differentiation strategy, they can provide meaningful value in the way in which they sell, not just what they sell.

On July 24, 1996, I had the opportunity to propose to my then-girlfriend Sharon in the White House Rose Garden. I’ll never forget all of the emotions I was feeling leading to that special moment.

In particular, I remember the excitement, thoughts and concerns surrounding the purchase of an engagement ring. Not leaving anything to chance, since Sharon and I had talked about getting married, I included her in the process of buying this ring.

There are a lot of places where you can buy an engagement ring, but what is the right place? I had never purchased a ring like this before, nor have I spent the amount of money I was planning to spend on a piece of jewelry. What questions do I ask? I knew about the basics of color, clarity, etc. when buying a diamond, but I was sure there were other considerations of which I should be mindful. Like most people going through this experience for the first time, I was an uneducated buyer.

We were living in the D.C Metro area at this time, and I came across a jewelry store that is well-known in this part of the country for engagement rings. Were their diamonds better than other stores? I’m guessing they weren’t, but they differentiated themselves in the way in which they sold them, which led us to buy from them.

First, we couldn’t just show up and look at engagement rings. An appointment was required to have a consultation with a salesperson.

When we arrived for our appointment, we didn’t meet in a big showroom with lots of ring choices and other ring buyers. We were taken to a private room that had nothing in it other than comfortable chairs and a fancy desk. Before beginning the conversation about rings, we were offered a glass of wine.

The salesperson proceeded to ask us a series of questions to understand our perspective on engagement rings and the knowledge we had in purchasing diamonds. Only after that conversation with the salesperson did we see ring settings and stones. Based on our responses to her questions, she showed us the ones that would be most of interest and meet our needs.

Most importantly, the salesperson clearly understood how we were feeling at that time. She shared our excitement about this momentous occasion and also appreciated all of the other emotions, concerns, and fears that went along with it.

Could we have purchased a similar engagement ring at a cheaper price? I’m guessing we could have, but the sales experience made us comfortable and confident in our purchasing decision. We knew that this was the right company for us. And, this salesperson was the right salesperson for us.

As you've heard me say countless times... How you sell, not just what you sell, differentiates you.

Salespeople often miss out on the opportunity to differentiate themselves based on the way in which they sell. Every phase of the sales process provides opportunities to provide meaningful differentiation with buyers. From the first phone call to a prospect, to an RFP response, to the request for references, you can be different from the competition… and those differences are the reasons why someone buys from you.

 

Special Offer!

Get your copy of Sales Differentiation. Whether 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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 Author:  Lee B. Salz

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.