
Sell Different!
All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition
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Narrated by:
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Lee B. Salz
About this listen
Read by the author.
Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!
Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers.
How do you stand out from the pack and not just land the account, but win deals at the prices you want?
Lee B. Salz’s previous groundbreaking, best-selling book Sales Differentiation armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones.
The practical, proven strategies presented in Sell Different! include:
- How to defeat your toughest competitor (hint: It’s not who you think it is)
- An actionable 16-phase plan to reach and engage elusive prospects
- Finding more of your best clients (it’s easier than you think)
- Acquiring more referrals than you ever dreamed possible
- Virtual selling and how to harness its potential
- Neutralizing the fear of change that paralyzes buyers and kills deals
- Structuring pilot programs that advance your deals
- Identifying the critical person needed to win more deals at the prices you want
- Solving closing problems and fixing the real issue limiting your success
- Dissecting and resolving the most challenging sales objection - price!
- What 99.999 percent of salespeople don’t do, but should
- Expanding account relationships to explode revenue and lock out the competition
- How to address a major flaw when comparing salespeople with professional athletes
- And much, much more!
If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you.
©2021 Lee B. Salz (P)2021 HarperCollins LeadershipListeners also enjoyed...
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How to Use Limited Liability Companies and Limited Partnerships
- Getting the Most Out of Your Legal Structure
- By: Garrett Sutton
- Narrated by: Garrett Sutton
- Length: 9 hrs and 47 mins
- Unabridged
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How to Use Limited Liability Companies and Limited Partnerships clearly explains the key asset protection strategies available to entrepreneurs and real estate investors using the right entities. This fourth edition of Garrett Sutton's best-selling book has been completely updated to reflect important changes affecting limited liability companies. Asset protection is a dynamic area of the law, and this new edition sets forth the strongest and most useful tactics for protecting businesses, real estate, intellectual property, and paper assets.
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Excellent for first time business owners
- By Craig Shields on 11-13-17
By: Garrett Sutton
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Ask
- Tap Into the Hidden Wisdom of People Around You for Unexpected Breakthroughs In Leadership and Life
- By: Jeff Wetzler, Amy Edmondson
- Narrated by: Gary Tiedemann
- Length: 8 hrs and 29 mins
- Unabridged
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Globally recognized expert on learning and leadership, Jeff Wetzler offers a hands-on, surprisingly effective way to find out what others really think, know, and feel. Ask leads to smarter decisions, more creative solutions, and deeper relationships.
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Thought provoking examples and relevance
- By Holly on 06-24-24
By: Jeff Wetzler, and others
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Talk to Me
- How to Ask Better Questions, Get Better Answers, and Interview Anyone like a Pro
- By: Dean Nelson
- Narrated by: Michael David Axtell
- Length: 10 hrs and 9 mins
- Unabridged
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From respected journalist, professor, and founder of the Writer's Symposium by the Sea, an audiobook that demystifies the art and science of interviewing, in the vein of On Writing Well or How to Read Literature like a Professor. Nelson walks listeners through each step of the journey from deciding whom to interview and structuring questions, to the nitty-gritty of how to use a recording device and effective note-taking strategies, to the ethical dilemmas of interviewing people you love (and loathe).
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Not just for journalist;great for Salespeople also
- By Eric D. Knowles on 03-28-19
By: Dean Nelson
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The Perfect Story
- How to Tell Stories That Inform, Influence, and Inspire
- By: Karen Eber
- Narrated by: Karen Eber
- Length: 7 hrs and 31 mins
- Unabridged
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The Perfect Story will help you take your stories and make them perfect. Learn how to take any story and make it perfect--from storytelling expert Karen Eber, whose TED Talk on the subject has nearly two million views.
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One of the best books on storytelling by far
- By Esben on 10-08-23
By: Karen Eber
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Get Out of Your Own Way
- How to Overcome Any Obstacle in Your Life
- By: Larry Winget
- Narrated by: Larry Winget
- Length: 4 hrs and 19 mins
- Original Recording
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You think you know what you want in life. You've tried to achieve those things. But if you still don't have them, the culprit may be closer than you think. In this perspective-altering program, the world-renowned Pitbull of Personal Development(tm), Larry Winget, exposes the things you are doing right now to unknowingly prevent your own success in the most important areas of your life.
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Was just OK
- By KatieReviewsStuff on 01-30-17
By: Larry Winget
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This Idea Is Brilliant
- Lost, Overlooked, and Underappreciated Scientific Concepts Everyone Should Know
- By: John Brockman
- Narrated by: Cassandra Campbell, Charles Constant
- Length: 16 hrs and 11 mins
- Unabridged
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As science informs public policy, decision making, and so many aspects of our everyday lives, a scientifically literate society is crucial. In that spirit, Edge.org publisher and author of Know This, John Brockman, asks 206 of the world's most brilliant minds the 2017 Edge Question: What scientific term or concept ought to be more widely known?
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Condensed Brilliance in Digestable Chunks
- By Andrew on 02-15-18
By: John Brockman
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Team Habits
- How Small Actions Lead to Extraordinary Results
- By: Charlie Gilkey
- Narrated by: Charlie Gilkey
- Length: 8 hrs and 12 mins
- Unabridged
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We typically work most directly with a small group of no more than 10 people, and in that team, we have a high degree of influence. Charlie Gilkey, an internationally known thought leader on productivity, planning, strategy, and leadership for creative people, explains how changing our team's habits can change our company's culture since that culture is always just an aggregation of its various teams' work habits.
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The references to the army gave me the chills
- By Anonymous User on 08-25-24
By: Charlie Gilkey
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How to Get Unstuck
- Breaking Free from Barriers to Your Productivity
- By: Matt Perman
- Narrated by: Stu Gray
- Length: 7 hrs and 36 mins
- Unabridged
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Matt Perman has spent his career helping people learn how to do work in a gospel-centered and effective way, combining theological substance with practical self-management. In How to Get Unstuck, he will walk you step-by-step through the core principles that free you to be more effective in everything you do. Drawing on the wisdom of the Bible and on the best of today's research, How to Get Unstuck shows believers and non-believers alike how to live productive, integrated lives and develops a poignant portrayal of true effectiveness.
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Don’t remember God being mentioned in sample
- By Matt Galster on 04-21-23
By: Matt Perman
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Honest Answers
- Interview and Negotiation Skills to Get to the Truth
- By: Lena Sisco
- Narrated by: Jessica Holtan
- Length: 5 hrs and 42 mins
- Unabridged
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No matter the conversation, detecting honesty and persuading others to be honest are some of the most valuable skills you can learn. With these skills, you can master your daily conversations and interactions with others. The Strategic Interviewing Skills and Competencies (SISCO) Method will help you see the full picture, have all the facts, and make effective decisions. Former Navy interrogator, Lena Sisco, created this method during challenging investigative and information-gathering interviews. Her 5-step program focuses human-to-human interaction.
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Great!
- By LizE on 03-23-24
By: Lena Sisco
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Quench
- By: Dana Cohen, Gina Bria
- Narrated by: Dana Cohen MD, Gina Bria
- Length: 6 hrs and 19 mins
- Unabridged
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Many of us are dehydrated due to moisture lacking diets, artificial environments, medications, and over-dependence on water as our only source of hydration. Quench presents a wellness routine that can reverse all of that, based on breakthrough new science in the field of hydration. Based on groundbreaking science from the University of Washington's Pollack Water Lab and other research, Quench offers a five-day jump start plan: hydrating meal plans and the heart of the program, smoothies and elixirs using the most hydrating and nutrient-packed plants.
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THE defining book for water, but needs a 2nd edition quickly
- By LMC on 02-02-20
By: Dana Cohen, and others
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Power
- Why Some People Have It—and Others Don't
- By: Jeffrey Pfeffer
- Narrated by: Rick Adamson
- Length: 8 hrs and 4 mins
- Unabridged
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Some people have it, and others don’t. Jeffrey Pfeffer explores why in Power. One of the greatest minds in management theory and author or co-author of thirteen books, including the seminal business-school text Managing With Power, Jeffrey Pfeffer shows listeners how to succeed and wield power in the real world.
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A mediocre book
- By Shayan Fazeli on 02-16-23
By: Jeffrey Pfeffer
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The Likeability Trap
- How to Break Free and Succeed as You Are
- By: Alicia Menendez
- Narrated by: Alicia Menendez
- Length: 6 hrs and 47 mins
- Unabridged
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Relying on extensive research and interviews, and carefully examined personal experience, The Likeability Trap delivers an essential examination of the pressure put on women to be amiable at work, home, and in the public sphere, and explores the price women pay for internalizing those demands. Rather than advising listeners to make themselves likeable, Menendez empowers them to examine how they perceive themselves and others and explores how the concept of likeability is riddled with cultural biases.
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Not for me
- By ksmith525 on 01-22-20
By: Alicia Menendez
Just eh
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Great Quick Read - Ell Jay Lindsey
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Awesome book!!
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Every B2B Salesperson Should Read This Book!
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This book includes great concepts and the stories that will help you practically apply the thinking.
Thanks Lee
Awesome book - Lee gets it
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I read close to 20 sales books a year.
But this book had my head spinning.
There were so many times when I thought, "Damn, that's a good idea. Never thought of that."
Most books don't see actual implementation. I forget and it's business as usual.
But the ideas I employed from this book have worked. They are fun to use and resonate.
I loved every second of this book.
Powerful tips and ideas to NOT be a typical rep
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Rookie to vet sales book
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My role as solar energy consultant I have to apply what I’ve learned from you 3 times a day 5 days a week via zoom. Our prices are not the cheapest and I have about an hour to deliver an unforgettable experience. I have no choice but to strive with each appointment to create that WOW factor your talking about for my clients. Price matching isn't an option, so it’s critical that I build value by following your sales differentiation strategies. I am here to let everyone know that they work!
My first sale with the company was my 2nd company lead I received after completing my training. My client had 11 other quotes and I was able to build massive rapport, and develop a great relationship and creating wow by delivering a different buying experience.
Not only did I get him to sign with us but I already got two referrals from him. The best part is before the contract signing I was able to ask (because I earned the opportunity to) and he agreed to do a short personalized video testimony expressing his satisfaction about me and the whole process! This new opportunity is perfect to apply the #GetTheReferral app and actively target his sphere of influence thanks to your book!
Chapter 4 in Sell Different took a deep dive into referrals and it was like you were speaking directly to me and what I was trying to figure out. Your “referral sale different strategy” is strengthening and reinforcing my beliefs and importance of seeking out an active referral campaign vs just the status quo closing mindset and waiting for the passive referrals to fall in my lap.
Referrals are an enjoyable sale within solar which makes it a win win for everyone! (My clients earn $500 per referral) new clients get get rid of their electric bill. Of course the natural result of all of this is that I am climbing up the leaderboard faster then my peers and already passed my weekly quotas. My personal goal is to be completely off of company leads by Q2 22. Either way I am truly happy to help answer any specific solar questions they have while showcasing the value of solar with #sunpower thanks to you Mr. Salz!
If your in the B2B or B2C or B2G get this book to learn how to apply the importance of switching the way you are looking at your career changing clientele. Learn the steps by steps to treat your clients the way they want to be treated!
Don’t think about closing your next lead instead learn from Mr. Salz how to develop and embrace your new Business Developers Mantra - “Every deal must yield two more!” You can only achieve this if you learn to Sell Different!
#sales
Best Book on the Subject!
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