Sales Differentiation – Your Secret to Winning More Deals at the Prices You Want
by Lee Salz
“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 prices, the company sacrifices margin— often 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.
Most salespeople can’t change what they sell to distinguish themselves from competitors. They can’t make it redder, bigger, or rounder. Yet, every salesperson has an opportunity to differentiate themselves with how they sell. From prospecting, to concern handling, to buyer engagement, there are several ways in which salespeople can provide meaningful value – leading prospects to buy from them instead of the competition.
Based on his new book Sales Differentiation, Lee Salz will be presenting strategies to our group to help us win more deals at the prices we want.
In this program, you will learn:
• Ways you can differentiate based on “how you sell,” not just “what you sell”
• Creative ways to open doors with prospects
• How to provide meaningful value by helping buyers shape their decision criteria
• That buyer objections aren’t obstacles, but rather sales differentiation opportunities
• How to turn requests for references into ways to stand out from the pack
• The irrefutable, most powerful differentiator every salesperson possesses
When salespeople are struggling to win deals at the prices their employers’ want, executives turn to Lee Salz. Lee, CEO of Sales Architects, is a leading sales management strategist and expert in sales differentiation. He helps his clients build world-class sales forces and has helped hundreds of companies, in various industries and sizes, create marketplace disruption by leveraging sales differentiation – leading to explosive, profitable growth. Sales Differentiation is Lee’s fifth book. He is also the author of the bestseller Hire Right, Higher Profits. Lee is also a featured columnist in the Business Journal and a member of the National Speakers Association (NSA).
Please email EO Knoxville events team with any question or concerns.