Win Deals At Your Price with Sales Differentiation with Lee Salz #236

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales Architects. Lee is a returning guest, visiting nearly three years ago in Episode 88 How to Differentiate when Selling a Commodity with Lee Salz #88 Lee has a new new book out titled Sales Differentiation – 19 powerful strategies to win more deals at the price you want. In this episode we talk about things that you can do to stand out, show value, work around price concerns and actually charge a premium. Stop selling on price and boost your sales today.

How to Differentiate when Selling a Commodity

Sales people too often complain “If we don’t drop our price, we will lose the deal.” It’s too easy drop the price and cut into the companies margins. Profits matter! To win deals at the prices you want, Lee believes your needed strategy is differentiation.

During the interview Lee walked us through a few of his 19 easy-to-implement concepts to help salespeople win deals while protecting margin. He believes these concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you.

Some highlights mentioned:

Focus on what you sell, and how you sell.
References – don’t treat it like chore, but opportunity to connect like minded buyers.
Price – you can’t be too early but you can be too late. Explain meaningful difference early on.
Your greatest competitor is not the status quo, but other sellers competing for your prospects time
Author a RFP for your industry and give to prospects as an example to tip the focus to your favor.
Your personality is the number one differentiator – especially those with internal company relationships.

Take Action

If you haven’t taken to the time to define how you’re differentiated, spend a moment and reflect on value that you bring to the market. Next build that definition so you can win more deals at the prices you want.

How To Find Lee Salz

Website: www.SalesArchitects.com

Twitter: @salesarchitects

LinkedIn: https://www.linkedin.com/in/leesalz

Facebook: https://www.facebook.com/SalesManagementMinute

Lee’s New Book – Published October 2, 2018

Sales Differentiation – 19 powerful strategies to win more deals at the price you want.

Get the bonus opportunity at www.SalesDifferentiation.com

NOTE!

As I mentioned, Sales Babble was selected by Feedspot as one of the Top 15 Sales Podcasts on the web. Check this out!

https://blog.feedspot.com/sales_podcasts/

Sales Differentiation for Closing Sales

Here are past episodes to keep the babble up. Listen now!

April 30, 2018

How To Sell With The Socratic Method with Roger Breisch #214

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How To Sell With The Socratic Method with Roger Breisch #214

Roger Breisch is a life-long learner who loves ideas and experiences that shake the intellectual and emotional ground on which he stands. Roger is the host of the Socrates Cafe and guest speaker on the topic of questioning. Rogers’s powerful life experiences working a suicide hotline frame clearly what matters in life. In this episode we discuss how to sell with the Socratic Method and the power questions.

Mindset of Questioning

Questions open up possibilities. Statements close them down. We started the episode with talking about questions and how they fit in the world of business:

Socratic Method – form of cooperative dialogue based on asking and answering questions to stimulate critical thinking and to draw out ideas
Listen listen listen. This is how we learn to sell with the Socratic method.

“It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.”

– Mark Twain

Sadly too often sellers listen until they hear the first gap and then start talking
Fluency is key to communication
You must be fluent in your product and services BUT … you must also be fluent in THEIR business and life

Mission Question

Don’t have a mission statement have a mission question
Brainstorming provides value to create new ideas. Yet statements can be intimidating. Instead consider Question Storming. Questions open up entirely new opportunities
It takes 25-50 questions before you reach the real interesting issues.

Be curious. Be genuine. Be loved and people will buy, over and over.

We all want to know is if our lives made a difference. Find out what makes you unique and different from the rest. Once you discover that, be it. You have much in you to be unlocked. People are amazing and so are you.

How To Find Roger Breisch

You can find Rogers blog at rebreisch.com .

This is his book “Questions That Matter” – a book of essays

Also mentioned “A More Beautiful Question” by Warren Burger

Want to get a great cup of coffee? Consider the Limestone Coffee and Tea in Batavia IL

Selling Mindset

September 27, 2016September 24, 2016

4 Step Sales Framing Process with Aaron Janx #131

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4 Step Sales Framing Process with Aaron Janx #131

In this episode we focus on the first sales call you have with a prospective client. For many people its a struggle to know what to say, when to say it, and how to get the prospect to agree to become a client. Our guest is business coach Aaron Janx. Aaron shares a sales framing process designed to close your prospect during the first meeting.

Sales Frame Process

Aaron and I spoke at length on his sales framing process:

Frame – The seller takes control of the conversation. Then they ask the prospect to agree to share No or Yes if they are interested at the end of the sales call.
Pain – The seller gets the prospect to feel the uncomfortable situation emotionally. This prepares them to take action and belief that the seller understands what they’re feeling.
Brain – The seller waits till the prospect asks about their product or service. This is very non-pushy. The prospect opens up to hear about the offering when they initiate curiosity. The seller explains their product or service as simply as possible with 4-5 benefits.
Win the Game – The seller waits until the buyer asks about price. They are asked to set a number. This is a metric for how good of job the seller did explaining the value. That number is then used to close the deal.

How to Find Aaron Janx

You can find Aaron all over the web!

Website: www.aaronjanx.com
Twitter: https://twitter.com/aaronjanx
Facebook: https://www.facebook.com/groups/straightupentrepreneurs
LinkedIn: https://www.linkedin.com/in/aaronjanx

What are the Sales Process Steps

Here are some other episodes that talk about the sales process. Check them out today!

June 14, 2016June 13, 2016

When Buyers Say No with Tom Hopkins

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When Buyers Say No with Tom Hopkins #116

In this episode we meet the author of my first book I bought on sales, Tom Hopkins. Tom is a world renown sales trainer and leading author on sales techniques and salesmanship. His book How to Master the Art of Selling has sold over 1.6 M copies. Today we learn how to listen for reluctance and adjust the process to the right spot using the Circle of Persuasion.

When Prospects Say “No”

Selling doesn’t begin until the buyer gives you either an objection, stall or a no. It is human nature to say no. The goal is to isolate the word no and turn it or a stall into a yes.

The sales starts the moment you meet. Test close every so often through the conversation,“How does this look to you” . Again it’s human nature to say no. Often times there are lingering questions that have yet to be answered (nor have they asked it).

Circle of Persuasion

The Circle of Persuasion is a process that takes a prospect’s “no” around the circle and turns it into a “yes”. This process was created by Tom’s coauthor Ben Katt.

There are seven steps:

Establish Rapport
Open Up ….. ”you were referred to me and suggested we meet….”
Identify Needs…….. Ask basic questions, Asking for their help
Requalify Questions………. Reiterate what reasons did we have to meet….. double check to see if anything has changed since you last spoke.
Draft the prospects feelings on the paperwork “a good decision is only as good as the facts”
Test close…….. “does this look OK”
Final close

Mistakes Sellers Make

Far too often sellers fail to invest in themselves. They always make the following mistakes:

Don’t commit to self improvement
Don’t become master askers

Until they learn to continually hone their craft and listening skills, they will always struggle in sales.

Action Advice

Work on your personality to become a person where people like, trust, want to listen to you. You will reap great rewards with this investment.

Where To Find Tom Hopkins

Website www.Tomhopkins.com

Free Resource Page – You can find the resource page with sales tips and advice on building rapport along iwth samle “Thank You Notes”.

Building Rapport in Sales

Here are a few other terrific Sales Babble episodes that you may find of interest.