RETAILOBSERVER.COM NOVEMBER 2022
14
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alespeople 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.
Lee B. Salz's previous ground-breaking best-selling 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, this book is for you.
B O O K R E V I E W
SELL DIFFERENT!
All New Sales Differentiation Strategies to
Outsmart, Outmaneuver and Outsell the Competition
Author: Lee Salz is the author of the award-winning, best-selling books Sales Differentiation and Hire
Right, Higher Profits. A world-renowned sales management strategist and CEO of Sales Architects
®
,
and a recognized expert in Sales Differentiation, he specializes in helping sales forces across all
industries win more deals at the prices they want.
Publisher: HarperCollins Leadership
RO
