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by Salz, Lee B. | HC | VeryGood
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eBay-Artikelnr.:374244336416
Artikelmerkmale
- Artikelzustand
- Sehr gut
- Hinweise des Verkäufers
- Binding
- Hardcover
- Weight
- 0 lbs
- Product Group
- Book
- IsTextBook
- No
- ISBN
- 9780814439906
Über dieses Produkt
Product Identifiers
Publisher
Amacom
ISBN-10
081443990X
ISBN-13
9780814439906
eBay Product ID (ePID)
7038696696
Product Key Features
Book Title
Sales Differentiation : 19 Powerful Strategies to Win more Deals at the Prices You Want
Number of Pages
208 Pages
Language
English
Publication Year
2018
Topic
Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Hardcover
Dimensions
Item Height
0.9 in
Item Weight
12.8 Oz
Item Length
9.4 in
Item Width
6.3 in
Additional Product Features
Intended Audience
Trade
LCCN
2018-942034
Dewey Edition
23
Number of Volumes
1 vol.
Dewey Decimal
658.85
Edition Description
Special
Synopsis
"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., 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., The founder and CEO of leading sales strategy consulting firm Sales Architects teaches business owners, executives, and salespeople how to win more deals at the prices they want by creating differentiation in the sales process. In a sea of similar products, undercutting competitors is sometimes the easiest way to make a sale. But in the long run, it lowers earnings for you and your company. To win deals at the prices you want, the most effective strategy is differentiation. What makes your product or service stand out Why should someone buy from you Sales Differentiation delivers a step-by-step process for selling meaningful value--the kind people don't mind paying for. From product customization to how you structure contracts to the way that you sell, dozens of factors provide the competitive edge that justifies your price point. This bookhelps you locate and articulate that edge, including how to: Identify relevant and compelling differentiators Personalize the sales experience for the buyer Ask questions that move the deal forward Make the RFP work for you Shape decision criteria Turn references into potent sales tools Position yourself as the go-to expert Average salespeople say their offerings are the "best." Successful salespeople sell what sets theirs apart., "If we don't drop our price, we will lose the deal." That's the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin---oftentimes unnecessarily, "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.
LC Classification Number
HF5438.25.S2593 2018
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ThriftBooks
99,1% positive Bewertungen•20.0 Mio. Artikel verkauft
Angemeldet als gewerblicher Verkäufer
Verkäuferbewertungen (5'842'186)
Dieser Artikel (1)
Alle Artikel (5'842'186)
- Automatische Bewertung von eBay- Bewertung vom Käufer.Letzter MonatBestellung pünktlich und problemlos geliefert
- o***3 (969)- Bewertung vom Käufer.Letzter MonatBestätigter KaufNice copy of this book, arrived quickly, in condition as listed.
- o***3 (969)- Bewertung vom Käufer.Letzter MonatBestätigter KaufArrived quickly in very good condition. Nice copy of a historical book about Thanksgiving.
- i***i (1497)- Bewertung vom Käufer.Letzter MonatBestätigter KaufItem as described. Good condition and a value price. Fast shipping. Great seller. Thanks