Episode #084: How to Stand Out in Sales with Lee Salz

In This Episode of The Buyer’s Mind with Jeff Shore:

Lee Salz joins Jeff to talk about how our customers commoditize us.  In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price.  So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission?

Topics we’re going to cover on today’s podcast:

[1:04] Selling when you’re a commodity

[2:27] People will spend more for an experience

[6:20] Sales Differentiation

[11:02] Strategy for sales differentiation

[16:18] Marketing vs Sales differentiation

[22:16] Selling differently

[35:00] Explain the process close

More about our guest Lee Salz:

Lee B. Salz is a leading sales management strategist and CEO of Sales Architects. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping salespeople win more deals at the prices they want. Learn more in Lee’s new, groundbreaking book “Sales Differentiation.”

When you order today, you’ll gain access to Lee’s “Sales Differentiation Minute” video series (a $1,495 value). For 20 weeks, you will receive an email with a video link in which Lee brings Sales Differentiation strategies to life helping you put them into practice. Learn more here.

Links from today’s podcast:

HomeStreet Bank

Lee Salz

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

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The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change

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4.5 out of 5 stars (5444 customer reviews)

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About the Author: Jeff Shore

Jeff Shore
Jeff Shore is a highly sought-after sales expert, speaker, author and consultant whose innovative and real-world selling strategies help you to change your mindset and change your world. His latest book, "The Keys to Unstoppable Sales Success: 8 Mindsets of Elite High-Achievement Salespeople" is now available. Learn more at jeffshore.com and follow Jeff on Facebook and LinkedIn.