The founder and CEO of leading sales strategy consulting firm Sales Architects teaches business owners, executives, and salespeople how to win more deals at the prices they want by creating differentiation in the sales process.“If we don’t drop our price, we will lose the deal.” That’s the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin—oftentimes unnecessarily.To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition.Sales Differentiation presents 19 easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts are applicable to any salesperson in any industry and are based on the foundation that how you sell, not just what you
