The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sales differentiation helps salespeople win more deals at the price point they want, and today Lee Salz talks about building a framework that will allow you to personalize your sales. Sales reps in every industry must differentiate themselves in today's market. It's crucial for sellers to have room to "color" the sales process. Origins When Lee was a kid, he had a job as a pickup and delivery driver for dry cleaning. The guy he worked for didn't own a dry cleaning business; he simply knew it was a hassle to drop off and pick up your clothes. He developed a contract with a couple of different dry cleaning firms and he charged a premium for the service. The idea took off, and Lee was intrigued by the idea that he was able to add a 40 percentage point premium by differentiating the service. He didn't actually put the idea into play until his 50th birthday after he had learned a lot about the industry. Philosophy of differentiation Lee said the philosophy translates for every possible seller. No matter what indu