Sell Different!

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 ground-breaking, bestselling 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% 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.

Lee Salz is a leading sales management strategist and the award-winning, best-selling author of six business books. His bestsellers "Sales Differentiation" and "Sell Different!" have been called "the one-two punch" every salesperson needs to differentiate what and how they sell to win more deals at the prices you want. His latest book, "The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations," changes the way salespeople approach first meetings with prospects. Lee's firm, Sales Architects, specializes in building salespeople into world-class salesforces, offering sales consulting, coaching, custom playbooks, and dynamic keynote presentations and workshops. Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, The Business Journals, and numerous other outlets. In 2022, the Institute for Sales Excellence named Lee Speaker of the Year, and he was recently named by Global Gurus to their Top 30 Sales Thought Leaders for 2025, ranking him #6 in the world. A graduate of Binghamton University and originally from New York City and New Jersey, Lee now resides with his family in Minneapolis. When he isn't helping his clients build world-class salesforces, you will find him training for his next powerlifting meet. He's a champion powerlifter in the bench press.