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Trust Me, Your Product Isn't Good Enough with Lee Salz
Manage episode 407386290 series 3561436
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In this episode of Sales [UN]Training, host Kelly Riggs welcomes Lee Salz, a sales management strategist and author, to delve into the critical importance of sales differentiation. The discussion begins with a provocative question about the inherent value of products and services in a competitive market, setting the stage for a deep dive into why and how sales professionals should differentiate themselves and their offerings. Salz shares insights from his books, focusing on strategies to win more deals at desirable prices by standing out in a crowded marketplace. Riggs and Salz challenge conventional sales training methods, advocating for a strategic approach that prioritizes understanding and communicating unique value propositions over generic sales pitches.
Salz emphasizes the necessity of executive involvement in defining and articulating differentiation strategies, highlighting the common pitfalls of relying on salespeople to 'figure it out.' The conversation covers the nuances of language in sales, the ineffective use of terms like "best" and "help," and the importance of personalization in prospecting. Salz introduces the concept of the "Sales Crime Theory," a novel approach to identifying and targeting potential customers based on specific, evidence-based criteria. This episode is a must-listen for sales professionals looking to elevate their approach, offering practical advice, humorous anecdotes, and a compelling argument for rethinking sales training and strategy.
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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.
Get more Kelly: www.BizLockerRoom.com.
Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.
Music and Editing by @dougbranson and Pod About It Productions
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