Summary of Sell Different!

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Sell Different! book summary

Editorial Rating

8

Qualities

  • Comprehensive
  • Applicable
  • Concrete Examples

Recommendation

Lee B. Salz, an expert on sales differentiation, details strategies and tactics salespeople can use to make their goods and services stand out from the crowd. Many of his sales differentiation methods will work well in a variety of sales venues, including business-to-business (B2B), business-to-consumer (B2C) and business-to-government (B2G). Salz explains how to enhance your customers’ buyer experience with a thorough, useful sales approach.

About the Author

Founder and CEO of salesArchitect, Lee B. Salz  provides winning sales strategies for companies around the globe. 

Summary

Selling has always been a tough way to make a living. Today, it’s even harder. 

While the rewards often are great, selling can be a tough, intimidating and even heartbreaking grind.

Amid today’s cutthroat competition and commoditized products, selling has become increasingly difficult in all commercial venues, including business to business (B2B), business-to-consumer (B2C) and business-to-government (B2G). 

Selling’s three principles: price is never the main issue, buyer knowledge is crucial and product differentiation spurs sales. 

Given increasingly frustrating selling circumstances, getting your price and closing your deals can prove challenging.

To maximize your sales effectiveness and commissions, keep three basic sales principles in mind:

  1. People don’t buy anything based primarily on price – Value is always the main factor for “Decision Influencers” (DI), the people who shape client buying decisions. To sell,  you must demonstrate the value of your products or services. 

  2. You must thoroughly understand your customers...


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