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By Lee B. Salz

With foreword by Jeb Blount

Win More Deals at the Prices You Want

WHY READ THIS BOOK?

A treasure

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“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 

Entertaining writing style

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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”

Step by step manner

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“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

World sales success

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“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

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“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

Next level

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“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

Deals at the prices

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“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

Comprehensive and compelling

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“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®

Best practice

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“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)

Compel your dream

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“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

Competitive advantage

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“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

Opening doors to winning

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“’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

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“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

Outstanding sales

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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”)

Refer my clients

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“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.

Simple and effective

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“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

Fantastic and strategic

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“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 

Actionable and easy

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“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

Detailing multiple strategies

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“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.”

Profitable sales

Harvey-Mackay

“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

Your income differentiator

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“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

Knowledge and confidence

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“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

Filled with dozens

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“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

Common trap

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“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

Implementing the concepts

Mike-Weinberg

“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.

ABOUT THE BOOK

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SALES DIFFERENTIATION

By Lee B. Salz

With foreword by Jeb Blount

“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:

  • Recognize that the expression “we are the best” causes differentiation to backfire.
  • Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.
  • Understand what their true differentiators are and how to effectively position them with buyers.
  • Find differentiators in every nook and cranny of the company using the six components of the “Sales Differentiation Universe.”
  • Create strategies to position differentiators so buyers see value in them.

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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:

  • Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.
  • Shape buyer decision criteria around differentiators
  • Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity
  • Use a buyer request for references as a way to stand out from the competition.
  • Leverage the irrefutable, most powerful differentiator…themselves.

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.

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ABOUT THE AUTHOR

Lee B. Salz is a leading sales management strategist and CEO of Sales Architects®. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping their salespeople win more deals at the prices they want.

Lee is a frequently sought-after keynote speaker and consultant on sales differentiation, sales force development, hiring, onboarding, com­pensation, and other sales performance topics. He’s also an award-winning author of several books including Hire Right, Higher Profits, the #1 rated sales management book on Amazon for 2014.

A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.

In addition to Sales Architects, Lee created The Revenue Acceler­ator®, a sales onboarding and enablement technology firm that struc­tures and automates the onboarding experience for salespeople. His en­trepreneurial background gives him a unique insight into the challenges executives face during growth phases.

Originally from New York and New Jersey, Lee spent ten years in the Washington, D.C. Metro area and now lives in Minneapolis with his wife, three children, and two dogs.

Lee is a championship powerlifter and a graduate of Binghamton University. When he isn’t helping his clients with sales force develop­ment, you can find him on the baseball field coaching his kids.

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