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Episode Info:

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.

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.

Episode Highlights:

  • What happens when you describe your service, product, or company as “the best”
  • Why saying that your product is the best doesn’t help to differentiate you from other salespeople
  • Whether buyers are really as educated as you may think
  • Helping buyers make informed decisions
  • Two parts to sales differentiation
  • Five steps to profiling your sales differentiation
  • Exercises that can help you identify your sales differentiation
  • Your biggest competitor
  • Customer service and account management
  • Pre-call research
  • Why the way you sell is also a differentiator

Resources:

Lee Salz

Sales Architects

Sales Differentation

Visit this page to register for the Sales Differentiation Minute video series

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