May 3rd Large Group Roundtable
Building A High-Performance Sales Force Through Sales Differentiation
Bring your leadership and sales teams! February 1st, 2018 8:30 - noon
RSVP by April 20th, 2018 - Direct any questions to firstname.lastname@example.org
or call 763-477-5599
Most salespeople can’t change what they sell to differentiate themselves. They can’t make it redder, bigger, or rounder. In competitive sales environments, this lack of differentiation leads to a laser-focused conversation about price.
While salespeople can’t always differentiate with what they sell, they can differentiate with how they sell. From prospecting, to concern handling, to buyer engagement, there are many ways in which salespeople can differentiate themselves…leading prospects to buy from them instead of the competition.
When executives hear the word “differentiation,” their minds quickly turn toward marketing. While marketing plays an important role in differentiation, there is often a missing piece of the puzzle…sales differentiation. Marketing differentiation is one-directional communication for the masses. Marketing creates websites, collateral material, and trade shows. Sales differentiation is two-directional, personalized communication with a targeted buyer. Marketing differentiation creates buyer intrigue, but sales differentiation converts the intrigue into buyer action.
In this workshop-style program, you will learn how to help your salespeople win more deals at the price you want. Attendees will learn:
- Sales differentiation concepts that their salesforce can put into practice
- Ways salespeople can differentiate based on “how they sell,” not just “what they sell”
- Creative ways to open doors with prospects
- How to provide meaningful value by helping buyers shape their decision criteria
- That buyer objections aren’t obstacles, but rather sales differentiation opportunities
- How to turn requests for references into ways to stand-out from the pack
When salespeople are struggling to win deals at the prices their employers’ want, executives turn to Lee Salz. Lee, CEO of Sales Architects, is a leading sales management strategist and expert in sales differentiation. Lee helps his clients build world-class sales forces… and has helped hundreds of companies, in various industries and sizes, create marketplace disruption by leveraging sales differentiation – leading to explosive, profitable growth. He’s the best-selling author of four business books with a fifth in development titled “Sales Differentiation – 19 Breakthrough Strategies for Winning More Deals at the Prices You Want.” Lee is also a featured columnist in the Business Journal and a member of the National Speakers Association (NSA).