Leadership Lit Book Club
This month, our Leadership Lit book club will discuss Sales Differentiation by Lee B. Salz. All Chamber members are invited! The discussion will be facilitated by Ryan Broughton, commercial relationship manager at Fidelity Bank.
In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you."
The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople:
- Recognize that the expression "we are the best" causes differentiation to backfire.
- Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.
- Understand what their true differentiators are and how to effectively position them with buyers.
- Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe."
- Create strategies to position differentiators so buyers see value in them.
- Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.
- Shape buyer decision criteria around differentiators.
- Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity.
- Use a buyer request for references as a way to stand out from the competition.
- Leverage the irrefutable, most powerful differentiator...themselves.
The Wake Forest Chamber's Leadership Lit book club is a great way to get to know other Chamber members in a small group setting. You'll make connections, have intelligent conversations, and have your thoughts and opinions heard. Leadership Lit meets on the third Monday of every month and alternates book and TED Talk discussions. Meetings are offered free of charge for all Chamber members.
Date and Time
Monday Sep 16, 2019
12:00 PM - 1:00 PM EDT
Monday,September 16, 2019
12:00 - 1:00 pm
Location
North State Bank Community Room at the Chamber
350 W. White Street
Wake Forest, NC 27587
Fees/Admission
FREE for Chamber Members; Please Register Online
Contact Information
(919) 556-1519
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