Lee B. Salz
Friday, October 19, 2018
11:00 am - 1:00 pm
Your Secret to Winning More Deals at the Prices You Want
“If we don’t drop our price, we will lose the deal.”
That’s the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower prices, the company sacrifices margin— often unnecessarily.
To win deals at the prices you want, the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition.
Most salespeople can’t change what they sell to distinguish themselves from competitors. They can’t make it redder, bigger, or rounder. Yet, every salesperson has an opportunity to differentiate themselves with how they sell. From prospecting, to concern handling, to buyer engagement, there are several ways in which salespeople can provide meaningful value – leading prospects to buy from them instead of the competition.
Based on his new book Sales Differentiation, Lee Salz will be presenting strategies to our group to help us win more deals at the prices we want.
In this program, you will learn:
- Ways you can differentiate based on “how you sell,” not just “what you sell”
- Creative ways to open doors with prospects
- How to provide meaningful value by helping buyers shape their decision criteria
- That buyer objections aren’t obstacles, but rather sales differentiation opportunities
- How to turn requests for references into ways to stand out from the pack
- The irrefutable, most powerful differentiator every salesperson possesses
Lee B. Salz is a leading sales management strategist and CEO of Sales Architects®. A recognized expert in sales differentiation, he works with senior executives and business owners across all industries helping their salespeople win more deals at the prices they want.
Lee is a frequently sought-after keynote speaker and consultant on sales differentiation, sales force development, hiring, onboarding, compensation, and other sales performance topics. He’s also an award-winning author of several books including Hire Right, Higher Profits, the #1 rated sales management book on Amazon for 2014.
A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets.
In addition to Sales Architects, Lee created The Revenue Accelerator®, a sales onboarding and enablement technology firm that structures and automates the onboarding experience for salespeople. His entrepreneurial background gives him a unique insight into the challenges executives face during growth phases.
Originally from New York and New Jersey, Lee spent ten years in the Washington, D.C. Metro area and now lives in Minneapolis with his wife, three children, and two dogs.
Lee is a championship powerlifter and a graduate of Binghamton University. When he isn’t helping his clients with sales force development, you can find him on the baseball field coaching his kids.
Friday, October 19th, 2018
11:00 AM: Registration and Networking
11:15 AM: Lunch is Served
11:45 AM: SME Announcements
12:00 PM: Speaker Presentation
1:00 PM: Adjourn
Program Fee: $24 for SME members. Early, Guests always welcome at $45 per person when registered before October 17th, $55.00 afterwards. Early Bird rate of $39 when you register before September 30th. 100% refund if you are not able to attend with email notice to firstname.lastname@example.org before noon on Wed., Oct. 17th
SME regularly provides members with insights from Twin Cities’ business leaders and experts in their fields. SME’s Lunch and Learn Series delivers ideas, strategies, tactics and approaches that help members stay ahead of their competition and on track with their growth goalsDoubletree Hotel – St. Louis Park
1500 Park Place Blvd, St. Louis Park, MN, 55416