Win Deals At Your Price with Sales Differentiation with Lee Salz #236

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales Architects. Lee is a returning guest, visiting nearly three years ago in Episode 88 How to Differentiate when Selling a Commodity with Lee Salz #88 Lee has a new new book out titled Sales Differentiation – 19 powerful strategies to win more deals at the price you want. In this episode we talk about things that you can do to stand out, show value, work around price concerns and actually charge a premium. Stop selling on price and boost your sales today.

How to Differentiate when Selling a Commodity

Sales people too often complain “If we don’t drop our price, we will lose the deal.” It’s too easy drop the price and cut into the companies margins. Profits matter! To win deals at the prices you want, Lee believes your needed strategy is differentiation.

During the interview Lee walked us through a few of his 19 easy-to-implement concepts to help salespeople win deals while protecting margin. He believes these concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.

Some highlights mentioned:

Focus on what you sell, and how you sell.
References – don’t treat it like chore, but opportunity to connect like minded buyers.
Price – you can’t be too early but you can be too late. Explain meaningful difference early on.
Your greatest competitor is not the status quo, but other sellers competing for your prospects time
Author a RFP for your industry and give to prospects as an example to tip the focus to your favor.
Your personality is the number one differentiator – especially those with internal company relationships.

Take Action

If you haven’t taken to the time to define how you’re differentiated, spend a moment and reflect on value that you bring to the market. Next build that definition so you can win more deals at the prices you want.