Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee B. Salz

Author:Lee B. Salz
Language: eng
Format: epub
Publisher: AMACOM
Published: 2018-09-17T14:00:00+00:00

Call Those Who Will See Meaningful Value

Salespeople are often frustrated by a constraint that their Decision Influencers have: their budgets. The DI will consider the presented solution relative to his budget and make a decision. Often that decision is to put off the solution until next year when the budget is revisited.

If your solution has a strong business case and your DI is telling you to wait until next year, consider that you may be talking to the wrong level in the account. Something is wrong if WHAT you sell provides a strong return on investment and the DI isn’t jumping all over it.

It’s easy to find DIs who can say “no.” Your challenge is to find the ones who have the authority to say “yes.”

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