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Sales Differentiation
- 19 Powerful Strategies to Win More Deals at the Prices You Want
- Narrated by: Van Tracy
- Length: 5 hrs and 21 mins
- Categories: Business & Careers, Business Development & Entrepreneurship
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Gap Selling: Getting the Customer to Yes
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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If you only ever read one sales book, read this one!
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great book but could've been shorter
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Objections
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- By: Jeb Blount, Mark Hunter - foreword by
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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Must have book for every salesman!
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Sell with a Story
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.
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Great book
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A Mind for Sales
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Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.
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Good for getting out of your head.
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Gap Selling: Getting the Customer to Yes
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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If you only ever read one sales book, read this one!
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Eat Their Lunch
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The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Your competitors may be tough, but with the strategies you'll discover in this audiobook, you'll soon be eating their lunch.
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Very engaging
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great book but could've been shorter
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Objections
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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Must have book for every salesman!
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Sell with a Story
- How to Capture Attention, Build Trust, and Close the Sale
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Performance
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Great book
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Good for getting out of your head.
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Not as good as other books
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Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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A good book for newbies
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Flip the Script
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Oren Klaff is known as the man who can pitch anything. In his new book, Flip the Script, Oren outlines his seven power moves to ensure you seal any business deal.When you're selling a product or service, you're also selling yourself. You need to establish yourself as the expert - and quickly. Prospective business partners want to know: what's in it for me, why now, why do I care, how does it work and why you?
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Self help? More like a biography
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Inked
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Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.
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They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today's internet-savvy buyers.
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50 year old (who owns a polyester suit)
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Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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very meh
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Obviously Awesome
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You know your product is awesome, but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition, or trying to attract the widest customer base. So, what is it? April Dunford, positioning guru and tech executive, will enlighten you.
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brilliant, practical positioning you can apply
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The Psychology of Money
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Money - investing, personal finance, and business decisions - is typically taught as a math-based field, where data and formulas tell us exactly what to do. But in the real world people don’t make financial decisions on a spreadsheet. They make them at the dinner table, or in a meeting room, where personal history, your own unique view of the world, ego, pride, marketing, and odd incentives are scrambled together. In The Psychology of Money, award-winning author Morgan Housel shares 19 short stories exploring the strange ways people think about money.
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Quite disappointing
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Way of the Wolf
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Learn from the master of sales and persuasion. Jordan Belfort - immortalised by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - at last reveals how to use the Straight Line System, the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.
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Very good sales book
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The 1-Page Marketing Plan
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Warning: Do not listen to this book if you hate money! To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn't get done. In The 1-Page Marketing Plan, serial entrepreneur and rebellious marketer Allan Dib reveals a marketing implementation breakthrough that makes creating a marketing plan simple and fast.
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bloody marvellous
- By John Bentley on 25-09-18
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Predictable Revenue
- Turn Your Business Into A Sales Machine with the $100 Million Best Practices of Salesforce.com
- By: Aaron Ross, Marylou Tyler
- Narrated by: Mary Jane Wells
- Length: 5 hrs and 7 mins
- Unabridged
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Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.
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Written by a teenager - all be it a millionaire.
- By Sam on 28-01-14
Summary
"If we don't drop our price, we will lose the deal."
That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin - oftentimes unnecessarily.
To win deals at the prices you want, the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking audiobook teaches you how to develop those strategies.
In Sales Differentiation, sales management strategist, Lee B. Salz presents 19 easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you."
The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople:
- Recognize that the expression "we are the best" causes differentiation to backfire.
- Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.
- Understand what their true differentiators are and how to effectively position them with buyers.
- Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe."
- Create strategies to position differentiators so buyers see value in them.
The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople:
- Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.
- Shape buyer decision criteria around differentiators.
- Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity.
- Use a buyer request for references as a way to stand out from the competition.
- Leverage the irrefutable, most powerful differentiator...themselves.
Whether you've been selling for 20 years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.
Accompanying charts are available in the audio book companion PDF download.
PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.
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What listeners say about Sales Differentiation
Reviews - Please select the tabs below to change the source of reviews.
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- Bakzac
- 04-07-19
incredable
simplifies all of the so seemed big questions on why we are different in sales.
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- Amazon Customer
- 20-11-18
This is the best sales book I have read!
Lee Salz manages to create a framework that's both practical and a way of thinking that's illuminating.
After going through countless sales and marketing books, this one is by far the best way to tackle the art of sales in today's modern world both on and offline.
With simple effective dynamic frameworks and exercises, Lee's methods force people to think differently about what they do and how they sell it.
The book is an absolute must! You won't need another sales book after reading this one!
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- T
- 14-10-18
Couldn't put it down.
Incredible book, well written and eye-opening. After finishing the book first time around, I went back and started all over again, taking loads of notes. Lots of great information to take in. It is definitely added to my list of "must reads".
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- JSizzle
- 22-02-19
Very Targeted Message- Excellent
I loved how focused this book’s content is on the importance of differentiation. It’s like Jack Trout’s marketing classic “Differentiate or Die,” but with a sales twist. This book is worth your time and money because it will help you and your customers/clients focus on which relevant differentiated attributes in your offering set you apart from your competition.
2 people found this helpful
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- TheWireGuy
- 03-10-19
One of the best B2B sales books. 6 stars
With more than 200 books in on Audible, I'd give this book 6 stars.
This is an awesome b2b sales book, no gimmics. completely practical, and not only provides help with sales structure and strategy, but helps provide clarity on the overall business and branding. Stand out from competition, and achieve the sales to the right clients based on value not being commoditized like the majority of other companies. Don't compete on price, there's always someone out there willing to lose money, because they don't know their numbers.
1 person found this helpful
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- Russell
- 06-09-20
it was meh
The narrator sounded like he was lecturing you and mad you didn't already know the information, which is ironic since not doing that is a topic specifically addressed in the book.
content wise there are several gems but also it keys more on how to identify you aren't differentiated rather than digging in to how you can. there is also times the author basically says we will cover that later but never really gets to the info or it's lost in the info between chapters.
if you're experienced and just digging for a few gems to learn from you may find some here. if you are newer to sales there are 50 books id tell you to start with before this one
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- Ryan
- 03-07-20
Great for any sales person at any age
I was introduced to Lee through a webinar during the Covid pandemic and was instantly drawn to his differentiated approach. After we exchanged a couple of pleasantries, I decided to buy and download his book. Needless to say, even after 14 years in professional sales, I was impressed at the material and delivery that Lee brought through his book. This is a book I will read at least once a year to stay sharp and to improve my sales game.
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- Travis
- 31-01-20
originally recommended to me, I 100% agree
working in a service industry, I quite frequently find my customers trying to come out of ties my services. when I reached out to a author with this problem, he recommended this book. I found it chock-full of golden nugget and actionable tips that I have already started implementing both in conversations and updating my website. I think this might be my favorite Business book of 2020
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- Jennifer Doty
- 28-01-20
Great book
This was a great book gives good advice on how to make you stand out and be better than the competition not true Price but by through leader ship
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- T
- 02-10-19
Great book!
Filled with action steps and thought provoking insights that walk you through achieving the goal.
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- Mark J Reeves
- 25-05-19
Extremely helpful, All Salesman Need This
Easy to listen to many times. which helps the skills learned to burn into your Sales Spirit. This Book will make you $$$$$$$. Enjoy It.
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- David S
- 16-01-19
Mainly for B2B, not the entrepreneur
I was so glad to be done with this book. Very little of relevance for my one person direct sales business.
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- Rayfus Hodges Jr.
- 10-01-19
A Must Addition to Your Sales Library
Great and differentiated way to scale. Filled with immediately usable and effective strategies to separate yourself.