In this episode, Lee Salz talks about sales differentiation and why it matters. We discussed:
Whether sales differentiation is a sales or marketing issue.
Why is sales differentiation is importantâ€¦why it matters.
How you can differentiate yourself even if you sell a commodity product.
Though Lee developed 19 sales differentiation concepts, he discussed an example of a way in which salespeople can leverage sales differentiation.
Other ways that salespeople can incorporate sales differentiation into their sales strategy.
What is one of the biggest mistakes salespeople make when it comes to sales differentiation?
Mistakes salespeople make with sales differentiation.
What to do if prospectâ€™s buy through RFPs (Requests for Proposal)â€¦how can you use sales differentiation when faced with an RFP.
Enjoy the interview!
Lee Salz is a leading sales management strategist and founder of Sales Architects. He is the best-selling author of four business books with a fifth in development on sales differentiation that will be published by Wiley in April 2018.
His latest book â€œHire Right, Higher Profitsâ€ is an Amazon best-seller and was the #1 rated sales management book on Amazon for 2014. His sales book â€œSoar Despite Your Dodo Sales Managerâ€ was named by Amazon as one of their top 20 most highly-rated sales books of all-time.
He is also a featured columnist in the Business Journal, a member of the Sales and Marketing Management magazine Advisory Board, a member of the Sales Education Foundation Advisory Board, and serves as the Program Advisor to the Kansas State University National Strategic Selling Institute.