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


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.