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Sell Different!
- All New Sales Differentiation Strategies to Outsmart, Outmaneuver, and Outsell the Competition
- Narrated by: Lee B. Salz
- Length: 5 hrs and 34 mins
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Publisher's summary
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.
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Story
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- By Helpful Review on 10-12-17
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The 25 Sales Skills
- They Don't Teach at Business School
- By: Stephan Schiffman
- Narrated by: Stephan Schiffman
- Length: 1 hr and 42 mins
- Unabridged
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Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
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Great Sales book!!!
- By NN on 02-27-17
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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Strategize to WIN
- The New Way to Start out, Step up, or Start Over in Your Career
- By: Carla A. Harris
- Narrated by: Carla A. Harris
- Length: 8 hrs and 3 mins
- Unabridged
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The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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The advice gets stronger with each chapter!!
- By A. G. on 05-05-17
By: Carla A. Harris
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- By: Ram Charan, Geri Willigan
- Narrated by: Bob Reed
- Length: 5 hrs and 48 mins
- Unabridged
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- By Niel on 06-23-19
By: Ram Charan, and others
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What Customers Crave
- How to Create Relevant and Memorable Experiences at Every Touchpoint
- By: Nicholas J. Webb
- Narrated by: James Foster
- Length: 7 hrs and 1 min
- Unabridged
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The best companies in the world discover what their customers desire - and then deliver it in memorable and deeply human experiences. How well do you know your customers? What Customers Crave examines how the hyper-connected economy is radically changing consumer expectations, and reveals what companies need to do to stay on top. The solution rests on two simple questions: What do your customers love? What do they hate? Find the answers, and you're well on your way to success
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Must read if you are looking for a way to improve your business
- By Anonymous User on 05-06-20
By: Nicholas J. Webb
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High Trust Selling
- Make More Money in Less Time with Less Stress
- By: Todd Duncan
- Narrated by: Todd Duncan
- Length: 3 hrs and 57 mins
- Unabridged
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A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
- By Joe on 01-28-05
By: Todd Duncan
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The Accidental Salesperson
- How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve
- By: Chris Lytle
- Narrated by: Gregory Linington
- Length: 5 hrs and 46 mins
- Unabridged
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Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren't fully prepared for. The Accidental Salesperson is the answer, providing the advice and inspiration they need to master the essentials and hit the ground running. Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales.
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First Day Confidence
- By Leela Vox on 01-12-19
By: Chris Lytle
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Who
- The A Method for Hiring
- By: Geoff Smart, Randy Street
- Narrated by: Patrick Lawlor
- Length: 4 hrs and 47 mins
- Unabridged
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Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- By Nancy Walsh on 10-17-12
By: Geoff Smart, and others
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Shortcut Your Startup
- Speed Up Success with Unconventional Advice from the Trenches
- By: Carter Reum, Courtney Reum
- Narrated by: Carter Reum
- Length: 6 hrs and 55 mins
- Unabridged
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Courtney and Carter Reum have years of experience in the field, from investing in over 130 companies, including Lyft, Pinterest, Warby Parker, and ClassPass, to driving the success of their own liquor brand, VEEV Spirits. The Reum brothers have learned from every triumph and tribulation and over the years have developed an effective and easy-to-understand guide to help entrepreneurs through the startup journey from inception to sale.
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A must read for start ups
- By Dave on 02-09-18
By: Carter Reum, and others
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The Zappos Experience
- 5 Principles to Inspire, Engage, and Wow
- By: Joseph A. Michelli
- Narrated by: Joseph A. Michelli, Tom Parks
- Length: 8 hrs and 32 mins
- Unabridged
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The Zappos Experience takes you through - and beyond - the playful, offbeat company culture Zappos has become famous for. Michelli reveals what occurs behind the scenes at Zappos, showing how employees at all levels operate on a day-to-day basis while providing the "big picture" leadership methods that have earned the company $1 billion in annual gross sales during the last ten years - with almost no advertising. Michelli breaks the approach down into five key elements.
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Brand propaganda
- By MR A G ADELAAR on 05-22-15
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
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Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
What listeners say about Sell Different!
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Darren McPherson
- 12-10-22
Just eh
It wasn’t horrible. But there was very little that I found myself bookmarking and remembering to come back to. Not much new ideas or approaches to things.
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- Ell Jay Lindsey
- 09-21-21
Great Quick Read - Ell Jay Lindsey
This book was Great Quick read/listen. He has some good sales tactics & I enjoy the direct nature of his delivery.
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1 person found this helpful
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- Anonymous User
- 09-18-21
Awesome book!!
Took a chance on this book because it was new and had no reviews. While I’m only half way through, I felt compelled to write a review. This book is different than most “sales” books with recycled info. This book is a hidden gem! If your on the fence, just get it. You won’t regret!
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- Pete Primeau
- 10-02-21
Every B2B Salesperson Should Read This Book!
Are You in B2B Sales? if Yes Read This Book & Then Execute The Action Items! Start selling more and selling more profitably.
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- Sean M. Ryan
- 10-01-21
Best Book on the Subject!
Lee Salz, thank you so much for this! I really enjoyed your book #salesdifferentiation and I just started listening to #selldifferent on Audible and had to stop after chapter 4 to listen it to over again. There’s so much value! The real world strategies and how you break them down is amazing! Thank you for reading this book as well. Your tonality is contagious and truly expresses the importance of each lesson!!
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
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- Mike
- 02-24-22
Awesome book - Lee gets it
Lee gets it.
This book includes great concepts and the stories that will help you practically apply the thinking.
Thanks Lee
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- ChuckChickenLegs
- 03-24-22
Powerful tips and ideas to NOT be a typical rep
I'm a top performing new business sales rep. Been at it for a long time. I'm constantly looking to pick up ideas to improve.
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.
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- Tara Quinn
- 04-02-22
Rookie to vet sales book
This book was good to remind a sales person of all the little things that need to be done.
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