Sales differentiation : 19 powerful strategies to win more deals at the prices you want /: 19 powerful strategies to win more deals at the prices you want. (2018)

• Record Type: Book
• Further Information: Note: Lee B. Salz.
• Authors: Salz, Lee B
• Contents: What you sell. The best sales consultant in the world -- Differentiation is marketing's responsibility, isn't it? -- the root cause of a salesperson's frustration -- What would you pay for something you could get for free? -- Finding your differentiators -- Who cares about your differentiators? -- Are you leaving differentiation open to buyer interpretations? -- Whose fault is it when a buyer doesn't see your differentiated value? -- How you sell. Differentiating through your selling approach -- Aligning your sales differentiation strategy with decision influencers -- Developing a sales crime theory -- The most important sales differentiation tool -- the art of query to position differentiators -- Shaping buyer decision criteria -- Disrupting the buying process through sales differentiation -- Buyer objections: an opportunity for sales differentiation -- Last chance to differentiate with your buyer -- Keeping the strategy fresh -- The irrefutable differentiator -- Conclusion: Using sales differentiation to get in the door with prospects -- Sales differentiation concepts.
• Publisher Details: Nashville : HarperCollins Leadership
• Publication Date: 2018
• Extent: 1 online resource (208 pages)
• Subjects: 658.85; Selling; Selling
• Languages: English
• ISBNs: 9780814439913; 0814439918
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.