Differentiation Selling
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Sales Differentiation
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Author : Lee B. Salz
language : en
Publisher: HarperChristian + ORM
Release Date : 2018-09-18
Sales Differentiation written by Lee B. Salz and has been published by HarperChristian + ORM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-18 with Business & Economics categories.
"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. 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.
Differentiation Selling
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Author : Rene Knecht
language : en
Publisher: Rene Knecht
Release Date : 2012-08
Differentiation Selling written by Rene Knecht and has been published by Rene Knecht this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-08 with Business & Economics categories.
Differentiation Selling teaches sellers to differentiate themselves in the selling process using easy procedures and questioning techniques. Practical examples are used to demonstrate how you can employ process-oriented questions in a sales discussion. Differentiation Selling is a method that first makes it possible to negotiate the STATUS QUO. This is a radical break from traditional ideas on selling.
Sell Different
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Author : Lee B. Salz
language : en
Publisher: HarperCollins Leadership
Release Date : 2021-09-14
Sell Different written by Lee B. Salz and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-09-14 with Business & Economics categories.
Game-changing new strategies to outsmart, outmaneuver, and outsell your competition! Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers. How do you stand out from the pack and not just land the account, but win deals at the prices you want? Lee B. Salz’s previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones. The practical, proven strategies presented in Sell Different! include: How to defeat your toughest competitor (hint: it’s not who you think it is) An actionable 16-phase plan to reach and engage elusive prospects Finding more of your best clients (it’s easier than you think) Acquiring more referrals than you ever dreamed possible Virtual selling and how to harness its potential Neutralizing the fear of change that paralyzes buyers and kills deals Structuring pilot programs that advance your deals Identifying the critical person needed to win more deals at the prices you want Solving closing problems and fixing the real issue limiting your success Dissecting and resolving the most challenging sales objection — price! What 99.999% of salespeople don’t do, but should Expanding account relationships to explode revenue and lock out the competition How to address a major flaw when comparing salespeople with professional athletes And much, much more! If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.
Human Dynamic Selling
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Author : Charlie Anderson
language : en
Publisher:
Release Date : 2019-01-15
Human Dynamic Selling written by Charlie Anderson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-15 with Business & Economics categories.
Human Dynamic Selling is a convincing and heartfelt call for the reinstatement of humanity in the buying and selling experience.The power of the Human Dynamic Selling methodology is any company or seller can start implementing it immediately with noticeable impact on their customer's decisions to forge long-lasting and profitable relationships. It will quickly and automatically put you instantly in a league above your competition.
It S Not What You Sell It S How You Sell It Outshine Your Competition Create Loyal Customers
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Author : Michael Saraf
language : en
Publisher: Lulu.com
Release Date : 2014-12-15
It S Not What You Sell It S How You Sell It Outshine Your Competition Create Loyal Customers written by Michael Saraf and has been published by Lulu.com this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-12-15 with Business & Economics categories.
Whether you own a business, help manage one, or work in sales and marketing, you'll achieve more when you focus on how you sell instead of what you sell. Michael Saraf, a sales and marketing professional with more than twenty years of experience helping individuals and organizations succeed, walks you through a different approach to win more business from customers. Learn how to: - build a sales and marketing program that speaks to your target audience; - take advantage of open doors left behind by competitors; - boost "mind share" in order to get more market share; - deliver value repeatedly by focusing on the little things. You'll also come to understand the most important element that keeps underperforming companies from becoming good and good companies from becoming great-and that's service. When you treat service as the umbrella over everything, including the product, you'll develop stronger relationships with customers and get to the promised land of customer loyalty.
Selling With Noble Purpose
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Author : Lisa Earle McLeod
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-09
Selling With Noble Purpose written by Lisa Earle McLeod and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-09 with Business & Economics categories.
Don’t let anyone tell you that you have to choose between making money and making a difference. Selling With Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud, 2nd Edition is an update of the acclaimed book that changed the game in sales. Using real-world data, compelling stories and psychological research, Selling With Noble Purpose explains why salespeople who genuinely understand how they can make a difference to customers outsell those who only focus on internal targets and quotas. Sales leadership experts McLeod and Lotardo reveal how a Noble Sales Purpose (NSP) can drive a team to outstanding sales numbers. Whether you’re an executive, manager or aspiring sales leader, you’ll discover how to find your own Noble Sales Purpose and create a sales force of True Believers. This new edition covers: How firms overcome ferocious competition and how you can do the same Why sales organizations with a clear NSP outperform traditional sales teams How to avoid the trap of behaving like a transactional salesperson Why well-intended leaders often unknowingly erode purpose and differentiation How to use your NSP to increase customer engagement Why an NSP gives you clarity during times of uncertainty In an era where organizations often believe that money is the primary way to motivate salespeople, Selling with Noble Purpose offers and exciting and sustainable alternative.
Inbound Selling
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Author : Brian Signorelli
language : en
Publisher: John Wiley & Sons
Release Date : 2018-04-16
Inbound Selling written by Brian Signorelli and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-16 with Business & Economics categories.
Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question. With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside—his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practices A step-by-step approach for sales professionals to become inbound sellers What it really means to be a frontline sales manager who leads a team of inbound sellers The role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.
The 5 Rules Of Megavalue Selling
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Author : Mark Holmes
language : en
Publisher: Gatekeeper Press
Release Date : 2017-05-22
The 5 Rules Of Megavalue Selling written by Mark Holmes and has been published by Gatekeeper Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-22 with Business & Economics categories.
Why are salespeople struggling to differentiate from competitors and communicate customer value? What makes them miss annual sales targets? This book introduces a remarkably effective way to articulate your value message and create distinction among competitors. Through an engaging story, readers discover the “VALUE” rules, a five steps approach salespeople use to win sales on value not price. Megavalue Selling is a book salespeople can’t put down. Written for salespeople, managers, startup entrepreneurs and business owners eager to learn about mastering customer conversations about value, this book gives readers: -Perfect questions for identifying a customer’s existing and unrecognized value drivers. -How to handle price pushback and commoditization. -Practical approach for presenting proof. -Actionable steps for identifying all decision influencers and their roles. -Simple techniques to align value propositions with customer issues. Mark Holmes distilled four decades of sales experience, research, consulting and coaching to write a new sales development book covering complex concepts simplified into a short story that’s easy to apply. Mark learned B2B selling by making sales to CEO’s in his twenties, and went on to be a top-performer in several companies. His insights have appeared in the Wall Street Journal, FOX Business and Sales and Marketing Management.
Differentiate Or Die
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Author : Jack Trout
language : en
Publisher: John Wiley & Sons
Release Date : 2010-12-28
Differentiate Or Die written by Jack Trout and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-12-28 with Business & Economics categories.
A newly revised and expanded edition of the revolutionary business classic, Differentiate or Die, Second Edition shows you how to differentiate your products, services, and business in order to dominate the competition. Veteran marketing guru Jack Trout uses real-world examples and his own unique insight to show you how to bind customers to your products for long-term success and loyalty. This edition includes new case studies, new research, and updated examples from around the world.
How Jesus Became The World S Best Selling Brand
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Author : DEJI McWORD
language : en
Publisher: AuthorHouse
Release Date : 2012-08-07
How Jesus Became The World S Best Selling Brand written by DEJI McWORD and has been published by AuthorHouse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-08-07 with Religion categories.
The book 'How Jesus Became The World's Best Selling Brand', in a lucid narrative, explores the human side of a being whose birthday remains the world's most celebrated and commercialized event/season, as His biography is an all-time world bestseller. It scoops pragmatic celebrity pr/personal branding tutorials from His life and exploits. It's like dissecting Jose Mourinho or Jack Welch's brand and telling the world what makes him thick. It does not only tell you how Jesus became the world's best-selling brand, it brings to your knowledge what He did to weigh so much on the scale of relevance and how you can do the same to be the best you can be. It is a genuine and sure road map that shows the way from the obscure backside of the woods to the fore front of life where you become the very centre of attraction even as you assume the status of a good-doing brand It is for positioning quantum that wrought top-of-the-mind visibility, fulfillment, profitability and social relevance for personal brands in their various leagues-taking cognizance of the realities of the modern world.