Sell different : all new sales differentiation strategies to outsmart, outmaneuver, and outsell the competition / Lee B. Salz.

By: Salz, Lee B [author.]
Language: English Publisher: [Nashville] : HarperCollins Leadership, 2021Copyright date: ©2021Description: xxiv, 183 pages ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9781400222506Subject(s): SellingDDC classification: 658.85
Contents:
Cover Page Title Page Dedication Contents Acknowledgments Foreword By Jack Daly Introduction: My Inspiration for Sales Differentiation Strategy 1. Differentiating the Buying Experience and Creating “Wow!” 2. Your Toughest Competitor Is Not Who You Think It Is 3. Finding More of Your Best Clients 4. Making Your Sales Life Easier and More Lucrative 5. Harnessing the Power of Virtual Selling 6. The Critical Person Needed to Win More Deals At the Prices You Want 7. The Myth of Closing Problems 8. Dissecting the Toughest Sales Objection 9. The Ultimate Deal Killer 10. Pilots, Trials, and Trust (Or Lack Thereof) 11. More Than 99.999% of Salespeople Don’t Do This, But They Should 12. Are You About to Lose Your Largest Account? 13. Customer Service Is Not Account Management 14. The Gift Every Salesperson Has Been Given 15. The Major Flaw When Comparing Salespeople With Athletes Sell Different! Concepts Index About the Author
Summary: Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!Sales Differentiation, 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 prospectsFinding more of your best clients (it's easier than you think)Acquiring more referrals than you ever dreamed possibleVirtual selling and how to harness its potentialNeutralizing the fear of change that paralyzes buyers and kills dealsStructuring pilot programs that advance your dealsIdentifying the critical person needed to win more deals at the prices you wantSolving closing problems and fixing the real issue limiting your successDissecting and resolving the most challenging sales objection -- price!What 99.999% of salespeople don't do, but shouldExpanding account relationships to explode revenue and lock out the competitionHow to address a major flaw when comparing salespeople with professional athletesAnd much, much more!If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you. Provided by publisher.
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SUBJECT REFERENCE 		658.85 Sa395 2021 (Browse shelf) Available CITU-CL-54096
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Includes index.

Cover Page
Title Page
Dedication
Contents
Acknowledgments
Foreword By Jack Daly
Introduction: My Inspiration for Sales Differentiation Strategy
1. Differentiating the Buying Experience and Creating “Wow!”
2. Your Toughest Competitor Is Not Who You Think It Is
3. Finding More of Your Best Clients
4. Making Your Sales Life Easier and More Lucrative
5. Harnessing the Power of Virtual Selling
6. The Critical Person Needed to Win More Deals At the Prices You Want
7. The Myth of Closing Problems
8. Dissecting the Toughest Sales Objection
9. The Ultimate Deal Killer
10. Pilots, Trials, and Trust (Or Lack Thereof)
11. More Than 99.999% of Salespeople Don’t Do This, But They Should
12. Are You About to Lose Your Largest Account?
13. Customer Service Is Not Account Management
14. The Gift Every Salesperson Has Been Given
15. The Major Flaw When Comparing Salespeople With Athletes
Sell Different! Concepts
Index
About the Author

Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!Sales Differentiation, 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 prospectsFinding more of your best clients (it's easier than you think)Acquiring more referrals than you ever dreamed possibleVirtual selling and how to harness its potentialNeutralizing the fear of change that paralyzes buyers and kills dealsStructuring pilot programs that advance your dealsIdentifying the critical person needed to win more deals at the prices you wantSolving closing problems and fixing the real issue limiting your successDissecting and resolving the most challenging sales objection -- price!What 99.999% of salespeople don't do, but shouldExpanding account relationships to explode revenue and lock out the competitionHow to address a major flaw when comparing salespeople with professional athletesAnd much, much more!If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you. Provided by publisher.

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