How to Differentiate when Selling a Commodity with Lee Salz #88

Lee Salz Differentiates Commodities 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:

  1. Worked with CIO to create a single PO
  2. Filtered student candidates to make sure employees would find value in the course
  3. 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/

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