Lyt når som helst, hvor som helst

Nyd den ubegrænsede adgang til tusindvis af spændende e- og lydbøger - helt gratis

  • Lyt og læs så meget du har lyst til
  • Opdag et kæmpe bibliotek fyldt med fortællinger
  • Eksklusive titler + Mofibo Originals
  • Opsig når som helst
Start tilbuddet
DK - Details page - Device banner - 894x1036

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

40 Anmeldelser

4.1

Længde
5T 21M
Sprog
Engelsk
Format
Kategori

Økonomi & Business

"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 augiobook 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.

Accompanying charts are available in the audio book companion PDF download.

© 2018 AMACOM (Lydbog): 9781400213535

Release date

Lydbog: 18. september 2018

Andre kan også lide...

  1. Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. Mike Weinberg
  2. High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results Mark Hunter
  3. Closing the Sale: 5 Sales Skills for Achieving Win-Win Outcomes and Customer Success: 5 Sales Skills for Achieving a Win-Win Craig Christensen
  4. The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! Warren Greshes
  5. Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No Jeb Blount
  6. B2B Sales Mentors: 20 stories from 20 top 1% sales professionals Scott Ingram
  7. The Only Sales Guide You'll Ever Need Anthony Iannarino
  8. A Mind for Sales: Daily Habits and Practical Strategies for Sales Success Mark Hunter, CSP
  9. Fill Your Funnel: Selling with Social Media Tom Hopkins
  10. Sales Management Success: Optimizing Performance to Build a Powerful Sales Team Warren Kurzrock
  11. Entrepreneur Revolution: How to Develop your Entrepreneurial Mindset and Start a Business that Works Daniel Priestley
  12. Power Prospecting Strategies Omar Periu
  13. The Automatic Customer: Creating a Subscription Business in Any Industry John Warrillow
  14. Exactly How to Sell: The Sales Guide for Non-Sales Professionals Phil M. Jones
  15. 60-Minute CEO: Mastering Leadership an Hour at a Time Dick Cross
  16. INKED: The Ultimate Guide to Powerful Closing and Negotiation Tactics that Unlock YES and Seal the Deal Jeb Blount
  17. How To Be A Great Boss Rene Boer
  18. Startup CEO: A Field Guide to Scaling Up Your Business: A Field Guide to Scaling Up Your Business, 2nd Edition Matt Blumberg
  19. How to Write Copy That Sells: The Step-By-Step System for More Sales, to More Customers, More Often Ray Edwards
  20. Little Red Book of Sales Answers: 99.5 Real Life Answers that Make Sense, Make Sales, and Make Money Jeffrey Gitomer
  21. The Sales Bible: The Ultimate Sales Resource Jeffrey Gitomer
  22. Leaders: The Strategies for Taking Charge Warren Bennis
  23. Leadership 101: What Every Leader Needs to Know John C. Maxwell
  24. The Secret: What Great Leaders Know and Do Ken Blanchard
  25. How to Master the Art of Selling Tom Hopkins
  26. The Real-Life MBA: Your No-BS Guide to Winning the Game, Building a Team, and Growing Your Career Jack Welch
  27. Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals David Weiss
  28. Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling Michael Port
  29. The Ultimate Sales Letter, 4th Edition: Attract New Customers, Boost Your Sales Dan S Kennedy
  30. Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver and Outsell the Competition Lee B. Salz
  31. From Startup to Exit: An Insider's Guide to Launching and Scaling Your Tech Business Shirish Nadkarni
  32. The Consulting Bible: How to Launch and Grow a Seven-Figure Consulting Business, 2nd Edition Alan Weiss
  33. New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development Mike Weinberg
  34. Brand Now: How to Stand Out in a Crowded, Distracted World Nick Westergaard
  35. Management Rev Ed Peter F. Drucker
  36. The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth John Jantsch
  37. The 22 Immutable Laws of Marketing Jack Trout
  38. Bargaining for Advantage: Negotiation Strategies for Reasonable People G. Richard Shell
  39. The Leader's Greatest Return: Attracting, Developing, and Multiplying Leaders John C. Maxwell
  40. Business Made Simple: 60 Days to Master Leadership, Sales, Marketing, Execution and More: 60 Days to Master Leadership, Sales, Marketing, Execution, Management, Personal Productivity and More Donald Miller
  41. Differentiate or Die: Survival in Our Era of Killer Competition Jack Trout
  42. The Content Marketing Handbook: How to Double the Results of Your Marketing Campaigns Robert W. Bly
  43. Street Smarts: An All-Purpose Tool Kit for Entrepreneurs Bo Burlingham
  44. The Five Most Important Questions: You Will Ever Ask About Your Organization Peter F. Drucker

Vælg dit abonnement

  • Over 600.000 titler

  • Download og nyd titler offline

  • Eksklusive titler + Mofibo Originals

  • Børnevenligt miljø (Kids Mode)

  • Det er nemt at opsige når som helst

Flex

For dig som vil prøve Mofibo.

89 kr. /måned
  • 1 konto

  • 20 timer/måned

  • Gem op til 100 ubrugte timer

  • Eksklusivt indhold hver uge

  • Fri lytning til podcasts

  • Ingen binding

Prøv gratis
Den mest populære

Premium

For dig som lytter og læser ofte.

129 kr. /måned
  • 1 konto

  • 100 timer/måned

  • Eksklusivt indhold hver uge

  • Fri lytning til podcasts

  • Ingen binding

Start tilbuddet

Unlimited

For dig som lytter og læser ubegrænset.

149 kr. /måned
  • 1 konto

  • Ubegrænset adgang

  • Eksklusivt indhold hver uge

  • Fri lytning til podcasts

  • Ingen binding

Start tilbuddet

Family

For dig som ønsker at dele historier med familien.

Fra 179 kr. /måned
  • 2-6 konti

  • 100 timer/måned pr. konto

  • Fri lytning til podcasts

  • Kun 39 kr. pr. ekstra konto

  • Ingen binding

2 konti

179 kr. /måned
Start tilbuddet