“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
“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'
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
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”
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”
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
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"
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"
“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
“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)
“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
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."
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
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"
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
“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”)
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®
“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"
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
“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
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.
“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
“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"
“I’m confused. I’ve had great meetings with the right people in the organization. They said that our product looks terrific…but that was 8 months ago. I’ve continued to call…followed-up by email…still no decision. I know that the competitor hasn’t gotten the business. If they love the product, why aren’t they buying?”
Every sales person can relate to this story. Chances are your pipeline is loaded with these kinds of situations. A tremendous amount of sales time has been spent; the company has invested thousands of dollars in pursuit of this “done deal” prospect, and still, there is no revenue in sight.
Meeting after meeting with your sales manager includes the continued mantra of “where’s the deal?” Then comes the inquisition…” Did you tell them this? Did you tell them that? Did you show them the latest…?” The answer to all of those is, “Yes!” Still, there is no sale.
Now the excuses start…”I’ve called and emailed them, but they haven’t responded. You have to understand…this is a senior-level decision-maker. They are busy, that’s why they haven’t gotten back to me. They have a full plate!”
First, there is some bad news to share about full plate syndrome. This issue has reached epidemic proportions in the sales profession. Decision-maker after decision-maker has come down with this dreaded affliction. Sales pipelines everywhere have come to a screeching halt as decision-makers fall to this syndrome at record levels. It’s very difficult to identify those who have contracted this syndrome. They meet with sales people and are very friendly. They even give the appearance that the sale is imminent.
Don’t fret! The government has been researching this issue and a solution has been found. As a matter of fact, the White House addressed the full plate syndrome issue late last night at a press conference.
“We are acutely aware of the issues associated with full plate syndrome and recognize the tremendous impact on the sales profession. This matter has been investigated fully and it is with great excitement that we announce a remedy for this syndrome. This remedy will once and for all eradicate full plate syndrome from sales. Effective immediately, all decision-making business professionals are being issued a second plate. Thus, the issue of the decision-maker not returning calls to sales people due to their having a full plate has been eliminated. We expect this remedy to open-up sales pipelines everywhere.”
One of the easiest things for sales people to do when they don’t get a return call from their prospect is to explain it away as full plate syndrome. Perhaps, your prospect has a full plate, but the items on their plate can always change if you present the right solution.
Consider this…Just before you go to bed, you check your Blackberry one last time, and it’s a good thing you did. There is an email from the CEO of your company. She wants to meet with you tomorrow at 9:30am to discuss tripling your salary. You read it five times to make sure you read it correctly. In an instant, you reply, “I’ll be there!” In doing so, you didn’t even check your schedule you knew already was booked solid.
After all, who wouldn’t you be at a meeting with their CEO to discuss tripling their income? Whatever is in the 9:30am timeslot is being moved because you are going to that meeting and getting that three-fold income jolt. Nothing is going to get in the way of that meeting.
That said, why would you accept this meeting knowing that you already had a full day planned? The answer is obvious! Making more money is high on your priority list. When the call comes for that opportunity, all else goes by the wayside. The CEO has a solution that is aligned with your top priorities.
The same concept holds true in working with your prospects. If the solution you are presenting to a prospect is aligned with the primary area where they are challenged, full plate syndrome does not afflict your sale. The sale moves readily through the process. If not, the deal languishes in the pipeline. Similar to the old Roach Motel, the deal goes into the pipeline, but it never comes out. No return calls.
If you are in a simple-sales environment (one decision-maker), the process to align the solution with the focal area of the buyer is not overly difficult to do. However, in a complex sales environment (multi-person decision), it can be daunting. Different buying players (those who influence a sales decision) have different priorities. While cost reduction for the CFO may be a front of mind priority, the plant manager may be focused on quality improvement, and the CIO may be focused on ease of integration. The key is to align the solution for each of the buying players congruent with their priorities. While the product is the same, the positioning with each of the buying players is different.
The question to ask yourself is why should your solution be a priority for each of the heavily influential buying players? Better stated, “Why should they do this now?” Before you can answer that question, some homework is needed to find out where each of these buying players are focused. For example, if the CFO is a heavily influential decision-maker, research CFOs to find out their front of mind issues. With that knowledge, you can ask yourself, “How does my solution solve this primary issue for the CFO?”
The same process is conducted for each of the identified strong buying players. Here is the kicker…If you can’t identify how your product solves the front-of-mind problems for the heavily influential buying players, you will find the sale languishes in the pipeline, forever. Forever is an overstatement. It will stay in the pipeline until your competitor presents a solution that is aligned with their priorities and they will get the business.
Not sure how to align what you sell with your buyer’s priorities, get my FREE Buying Players Worksheet which will help you master your buyers!
Learn more about motivating buying players in Soar!