Bizcast: Bits about books – In Conversation with Lee B. Salz, Author, Sell Different!.
Lee is a recognized specialist in Sales Differentiation, He helps organizations win more deals at the prices they want. Working across all industries and sale types, he creates winning sales strategies for companies around the globe. A featured columnist and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.
- Inspired by his experience as a driver for a dry-cleaning delivery service, Lee wrote “sell Different” to explain how some people would be willing to pay extra for a chore as simple as picking up and delivering laundry, provided it created meaningful value for them. So, people who stayed at home or had time on their hands would not find such a service useful, whereas people who were pressed for time because of office schedules and so on, would indeed find the service valuable.
- Buyers want to know what’s different about your product or service- this is always on their mind. If you as a seller cannot articulate this uniqueness, then what it comes down to is price. This is when products or services get commoditized. “Sell Different” helps the reader to create the difference at every stage, through all touchpoints with the customer.
- Management puts immense pressure on salespersons to close high value deals in high numbers, but do not equip the salesperson enough to get the job done. This book is written in collaboration both management as well as salespersons and aims to solve this problem of hitting quota at the right value of products by formulating a set of methods that can solve the problem of selling.
These and more insights in this new episode of Bits About Books with Lee B. Salz.
Run time – 49.09 mins.