Episode 127: Using Sales Differentiation to Close Deals - Lee Salz

<p><span style="font-weight: 400;">Your prospects encounter many salespeople in all areas of their lives. It's easy for salespeople and their products and services to begin to blend together. In order to make your sale, you'll need to convince them that there are reasons why they should choose what you're selling over what other people are selling. How can you do that? By making sure that you can stand out from the others. You have to differentiate yourself and your product.</span></p> <p><span style="font-weight: 400;">Today's guest has written a book that can help you understand sales differentiation and how to use differentiation to make your sales. Lee Salz is a sales management strategist and the CEO of Sales Architects. He's also a keynote speaker, author, and consultant. Lee joins the podcast today to talk about his most recent bestselling book, Sales Differentiation. Listen in to hear what Lee has to say about why describing your product as "the best" is ineffective, how to help buyers make informed buying decisions, and how to identify the things that differentiate your product from others.</span></p> <p><strong>Episode Highlights:</strong></p> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">What happens when you describe your service, product, or company as "the best"</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why saying that your product is the best doesn't help to differentiate you from other salespeople</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Whether buyers are really as educated as you may think</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Helping buyers make informed decisions</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Two parts to sales differentiation</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Five steps to profiling your sales differentiation</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Exercises that can help you identify your sales differentiation</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Your biggest competitor</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Customer service and account management</span></li> <li style="font-weight: 400;"><span style= "font-weight: 400;">Pre-call research</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Why the way you sell is also a differentiator</span></li> </ul> <p><strong>Resources:</strong></p> <p><a href="https://www.linkedin.com/in/leesalz/"><span style= "font-weight: 400;">Lee Salz</span></a></p> <p><a href="https://www.salesarchitects.com/"><span style= "font-weight: 400;">Sales Architects</span></a></p> <p><a href= "https://www.amazon.com/Sales-Differentiation-Powerful-Strategies-Prices/dp/081443990X/ref=sr_1_1?ie=UTF8&qid=1527694080&sr=8-1&keywords=%22sales+differentiation%22"> <em><span style="font-weight: 400;">Sales Differentation</span></em></a></p> <p><a href="http://www.salesdifferentiation.com/"><span style= "font-weight: 400;">Visit this page</span></a> <span style= "font-weight: 400;">to register for the Sales Differentiation Minute video series</span></p>