Sign up to save your podcasts
Or
Share How to Differentiate when Selling a Commodity with Lee Salz #88
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
How to Differentiate when Selling a Commodity with Lee Salz #88
How to Differentiate when Selling a Commodity with Lee Salz #88
Lee Salz is a leading sales management strategist and bestselling author of #1 rated sales management book on Amazon for 2014. “Hire Right, Higher Profits”. Today we talk about how to differentiate when selling a commodity.
Lee specializes in transitioning sales teams from “people-based” to “process-based” and he does this by leveraging differentiation. Lee is a featured columnist in the Business Journal, a member of the Editorial Advisory Board of Sales & Marketing Management magazine and is the Program Advisor to Kansas State University’s National Strategic Sales Institute.
How to Differentiate when Selling a Commodity
In this episode we talk about things that you can do to standout when you’re selling commodities and how to work around price and actually charge a premium. Lee shares practical examples with proven results across a wide range of industries.
Lee told a story about his experience at a Microsoft training programs. They approached the problem by first reviewing their frustrations:
Worked with CIO to create a single PO
Filtered student candidates to make sure employees would find value in the course
Gave a guarantee if students hopped jobs they would train the replacement worker
The training was a commodity. However Lee was able to close the deal for 30-50% higher than the competition. Because of the PO they locked out the competition.
Sales Differentiator Process
Meet as a team
Understand the common needs of prospective clients
Focus on stories you share, how do they differentiate
Understand the benefits of your features that separate
List all the things that makes you unique
Links to Find Lee Salz
Website: www.SalesArchitects.com
Twitter: @salesarchitects
LinkedIn: https://www.linkedin.com/in/leesalz
Facebook: https://www.facebook.com/SalesManagementMinute
FREE Gift
Download the differentiators poster at: https://www.salesarchitects.com/white-paper/differentiatorsposter/
How To Stop Cold Calling Using Free Social Media
On Wednesday December 9th we’ll be holding the FINAL webinar for 2015. You will learn
*
Why you need to build a relationship BEFORE calling a prospect
* How to use LinkedIn, Facebook, and Twitter to find Prospects for FREE
*
What you need to say and write to generate interest and find the PERFECT client.
*
How to manage Social Media and focus on the #1 goal when Prospecting
The Sales Babble Webinar will be held on
Wednesday, December 9th :
10 AM Pacific Time
11 AM Mountain Time
12 PM Central Time
1 PM Eastern Time
6 PM GMT
How To Stop Cold Calling Using Free Social Media. Sign up today!
View all episodes
By Pat Helmers
4.8
5757 ratings
How to Differentiate when Selling a Commodity with Lee Salz #88
Lee Salz is a leading sales management strategist and bestselling author of #1 rated sales management book on Amazon for 2014. “Hire Right, Higher Profits”. Today we talk about how to differentiate when selling a commodity.
Lee specializes in transitioning sales teams from “people-based” to “process-based” and he does this by leveraging differentiation. Lee is a featured columnist in the Business Journal, a member of the Editorial Advisory Board of Sales & Marketing Management magazine and is the Program Advisor to Kansas State University’s National Strategic Sales Institute.
How to Differentiate when Selling a Commodity
In this episode we talk about things that you can do to standout when you’re selling commodities and how to work around price and actually charge a premium. Lee shares practical examples with proven results across a wide range of industries.
Lee told a story about his experience at a Microsoft training programs. They approached the problem by first reviewing their frustrations:
Worked with CIO to create a single PO
Filtered student candidates to make sure employees would find value in the course
Gave a guarantee if students hopped jobs they would train the replacement worker
The training was a commodity. However Lee was able to close the deal for 30-50% higher than the competition. Because of the PO they locked out the competition.
Sales Differentiator Process
Meet as a team
Understand the common needs of prospective clients
Focus on stories you share, how do they differentiate
Understand the benefits of your features that separate
List all the things that makes you unique
Links to Find Lee Salz
Website: www.SalesArchitects.com
Twitter: @salesarchitects
LinkedIn: https://www.linkedin.com/in/leesalz
Facebook: https://www.facebook.com/SalesManagementMinute
FREE Gift
Download the differentiators poster at: https://www.salesarchitects.com/white-paper/differentiatorsposter/
How To Stop Cold Calling Using Free Social Media
On Wednesday December 9th we’ll be holding the FINAL webinar for 2015. You will learn
*
Why you need to build a relationship BEFORE calling a prospect
* How to use LinkedIn, Facebook, and Twitter to find Prospects for FREE
*
What you need to say and write to generate interest and find the PERFECT client.
*
How to manage Social Media and focus on the #1 goal when Prospecting
The Sales Babble Webinar will be held on
Wednesday, December 9th :
10 AM Pacific Time
11 AM Mountain Time
12 PM Central Time
1 PM Eastern Time
6 PM GMT
How To Stop Cold Calling Using Free Social Media. Sign up today!