Sales POP - Purveyors of Propserity
TV Expert Interviews / Sales Management / Feb 10, 2019 / Posted by Lee Salz / 5928

Sales Differentiation


Lee Salz: Founder and CEO of Sales Architects, author of several books including Sales Differentiation which was awarded by Top Sales World the silver medal for top sales book of 2018. The philosophy of the book was developed by Lee over the last 30 years and is applicable to any industry and company of any size; the more effective you are at differentiating the more effective you will be at protecting your price margin.

Sales Expert Interview covers:

  • Meaning of Differentiation
  • Getting to know how Differentiators are used
  • Shape and education the buyer decision

What do you mean by differentiation:

Lee breaks this down into two components of what you sell and how you sell it. Are you effectively projecting your passion or belief for the product to your customers? How are you demonstrating your value, how your service or product is of value to the customer? A positioning question, used as an open-ended question, designed to help someone think differently about the solutions they have or could have. Positioning questions are also used to align your particular differentiator statements as part of a solution.

How do you get people to understand and know how to use differentiators:

Who knows more about the world of potential solutions in your industry? A salesperson understands their obligation to help people make an informed buying decision and approaches in a way to help purchasers see solutions. A salesperson also understands the opportunity to shape buyer decision criteria.

Shaping and educating the buyer decision criteria:

do not assume buyers already have their decision criteria. Guide them by asking questions. Lee discusses how to create value in differentiation. Ask questions on things they might not have thought about or thought enough about. Demonstrate expertise, demonstrate care and help make an informed buying decision.

What is the irrefutable differentiator:

you! You are part of the package when a buyer decides to buy the product. The personal value differentiator supports the need to consistently invest in yourself.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

About Author

Lee B. Salz is a leading sales management strategist and founder of Sales Architects and The Revenue Accelerator. An expert in building world-class sales forces, he designs the processes companies need to win more deals at the prices they want.

Author's Publications on Amazon

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.
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Interviewing sales candidates is a daunting task. After all, the interview is the ultimate sales call. In this report developed by sales hiring and retention expert, Lee Salz, you will discover the Top 100 B2B Sales Interview questions designed to help you hire better salespeople.
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Soar Despite Your Dodo Sales Manager, written by sales management strategist Lee B. Salz, teaches sales people how to create their own sales architecture when it has not been provided for them. He shows sales people how to create the systems they need to thrive...develop…
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Hired and fired... It’s the revolving door on sales teams. Executives hire what they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders…
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