How to Differentiate when Selling a Commodity with Lee Salz #88

Lee Salz is a leading sales management strategist and bestselling author of #1 rated sales management book on Amazon for 2014. “Hire Right, Higher Profits”. Today we talk about how to differentiate when selling a commodity.

Lee specializes in transitioning sales teams from “people-based” to “process-based” and he does this by leveraging differentiation. Lee is a featured columnist in the Business Journal, a member of the Editorial Advisory Board of Sales & Marketing Management magazine and is the Program Advisor to Kansas State University’s National Strategic Sales Institute.

How to Differentiate when Selling a Commodity

In this episode we talk about things that you can do to standout when you’re selling commodities and how to work around price and actually charge a premium. Lee shares practical examples with proven results across a wide range of industries.

Lee told a story about his experience at a Microsoft training programs. They approached the problem by first reviewing their frustrations:

Worked with CIO to create a single PO
Filtered student candidates to make sure employees would find value in the course
Gave a guarantee if students hopped jobs they would train the replacement worker

The training was a commodity. However Lee was able to close the deal for 30-50% higher than the competition. Because of the PO they locked out the competition.

Sales Differentiator Process

Meet as a team
Understand the common needs of prospective clients
Focus on stories you share, how do they differentiate
Understand the benefits of your features that separate
List all the things that makes you unique

Links to Find Lee Salz

Website: www.SalesArchitects.com

Twitter: @salesarchitects

LinkedIn: https://www.linkedin.com/in/leesalz

Facebook: https://www.facebook.com/SalesManagementMinute

FREE Gift

Download the differentiators poster at: https://www.salesarchitects.com/white-paper/differentiatorsposter/

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