Competition for new client acquisition has never been fiercer while product and service differences become narrower by the minute. Despite these challenges, executives still expect their salespeople to land new deals while protecting margins. The question is how to do it.
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Lee B. Salz, sales management strategist and bestselling author, provides that answer in his new groundbreaking book, Sell Different!: All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition (HarperCollins Leadership, September 14, 2021). He presents strategies, tactics, and techniques salespeople can immediately put into practice to help them standout in a crowded marketplace, and most importantly, win more deals at the prices you want®.
“The pressure salespeople are under to acquire new accounts at high price points has never been higher. At the same time, few companies provide their salespeople with the strategy and tools to accomplish that. That’s why I wrote this book for business owners, executives, and salespeople searching for a competitive edge beyond what their products and services offer. Sell Different! provides the roadmap to knockout the competition. Every chapter reveals strategies and techniques to do just that,” says Salz.
Salz’ previous best-selling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell. In this book, Salz provides a new component of Sales Differentiation strategy and provides readers with the tools they 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
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