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Sales Differentiation

BOOK

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Many desktop publishing packages and web page editors now use Lorem Ipsum as their default model text and a search for lorem ipsum will uncover many web sites still in their

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When she reached the first hills of the Italic Mountains, she had a last view back on the skyline of her she had a last view back on the skyline of her hometown Bookmarksgrove, the headline of Alphabet Village and the subline of her own road

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When she reached the first hills of the Italic Mountains, she had a last view back on the skyline of her she had a last view back on the skyline of her hometown Bookmarksgrove, the headline of Alphabet Village and the subline of her own road, the Line Lane

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When she reached the first hills of the Italic Mountains, she had a last view back on the skyline of her she had a last view back on the skyline of her hometown Bookmarksgrove, the headline of Alphabet Village and the subline of her own road, the Line Lane

“If we don’t drop our price, we will lose the deal.” That’s the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin—oftentimes unnecessarily.

To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition.

Sales Differentiation presents 19 easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.

The book’s what you sell section helps salespeople and executives identify what their true differentiators are, determine the right circumstances to share them, and develop a strategy to position them in a compelling way with buyers.

In every stage of the seller-buyer interaction, opportunities exist for differentiation in how you sell, such as how to creatively get in the door with buyers who say they are happy, shape buyer decision criteria aligned with your differentiators, turn a buyer’s request for references into a way to stand out from the competition, and much more!

Mediocre salespeople say what they sell is the “best.” Top salespeople position “different” and lead their clients to say “best” without them ever uttering the word.