Differentiation Selling: A Practical Guide to Selling Services and Solutions in Competitive Markets - Softcover

Knecht, Rene

Softcover

ISBN 10: 9081599445 ISBN 13: 9789081599443

Publisher: René Knecht, 2012

Synopsis

Differentiation Selling teaches sellers to differentiate themselves in the selling process using easy procedures and questioning techniques. Practical examples are used to demonstrate how you can employ process-oriented questions in a sales discussion. Differentiation Selling is a method that first makes it possible to negotiate the STATUS QUO. This is a radical break from traditional ideas on selling.

About this title

About the Author

Just like you, I am doing business in an market with much competition and where it becomes more and more difficult to distinguish yourself. Customers no longer believe in solutions and are looking instead for a supplier. They take actively control over their purchase processes. Your biggest competitor then becomes the status quo or ‘no change’. For this reason, I abandoned the technique of selling solutions, and I continued searching for ways to nevertheless distinguish myself and close deals. This has succeeded, and I have made my sales processes transmissible. Even more: I have discovered how I can sell solutions and services again. I escaped the commodity trap. This shift in thinking has already helped many salesmen to lead deals more assertively and obtain faster results. René Knecht gained a master’s degree in Commercial Engineering from the Vrije Universiteit Brussel (University of Brussels, Belgium) and quickly excelled in sales. In 1999, he switched to HR consultancy in recruitment and training, which, in 2005, led to the incorporation of his company, ICT-Connecting: a specialist direct search agency for ICT and sales roles. René developed the Differentiation Selling concept in 2009. The concept is based on best practices in sales, negotiation, change management, conflict management, and interviews with over 1500 sales and account managers since 1999.

From the Back Cover

BISAC: Business & Economics / Sales & Selling / Management Differentiation Selling teaches sellers to differentiate themselves in the selling process using easy procedures and questioning techniques. Practical examples are used to demonstrate how you can employ process-oriented questions in a sales discussion.

Differentiation Selling is a method that first makes it possible to negotiate the STATUS QUO. This is a radical break from traditional ideas on selling.

Edition details

• Publisher: René Knecht
• Publication date: 2012
• Language: English
• ISBN 10: 9081599445
• ISBN 13: 9789081599443
• Binding: Paperback
• Edition number: 1
• Number of pages: 86