Beschreibung Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want. "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.
Sales Differentiation / Sales Architects ~ Win More Deals at the Prices You Want Toggle navigation. Win More Deals at the Prices You Want! . His 19 sales differentiation strategies are a surefire way to drive profitable sales.â Harvey Mackay, author of the #1 New York Times bestseller Swim with The Sharks Without Being Eaten Alive. Detailing multiple strategies âFinally, a definitive approach on what it means to differentiate .
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Pdf file ebook download Sales Differentiation ~ Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee B. Salz 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 .
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Sales Differentiation: 19 Powerful Strategies to Win More ~ Iâve developed sales training used by over 150,000 salespeople on 6 different continents, so it is rare for me to find a book like Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want, that I find interesting enough to read cover to cover. The central point of differentiation is not new; however, it is arguably the most powerful concept in selling. What is .
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The 5 most common pricing strategies / BDC.ca ~ The price is a better fit with the customerâs perspective. Value-based pricing allows you to be more profitable, meaning you can acquire more resources and grow your business. When a price doesnât work, the answer isnât just to lower it, but to determine how it can better match customer value. That may mean adapting the product to better .
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: Customer reviews: Sales Differentiation: 19 ~ If you are a salesperson who wants to stand out in a crowd, grab a copy of Lee Salz's book, "Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want." Salz cautions that if you are telling prospective clients they should buy from you simply because you or your product is "the best," your words will ring hollow. Before you make that first contact, do your homework .
The Pricing Strategy Matrix - Strategy Tools From ~ You might already have a figure in mind, or you might just want to go for what "feels right." But, before you make your decision, remember that pricing can be a complex, subtle task. If you set your price intelligently, you'll more likely generate good sales and high profits. Set it too high or too low, and you risk losing both customers and .
19 Examples of Competitive Position - Simplicable ~ A competitive position is the value offered by a brand, product or service relative to the other offerings in a market. It is often modeled with a simple graph known as a competitive position map that plots your offerings against the competition for any two parameters that customers value. The following are illustrative examples of competitive positions.
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5 Win-Win Negotiation Strategies - PON - Program on ~ 5.Win-win negotiation strategy #5: Search for post-settlement settlements. Imagine that youâve just reached an agreement. You are fairly happy with the deal, but suspect you could have eked more value out of it. According to conventional wisdom, you should quit talking about the agreement with your counterpart and move on, lest you spoil the .