'...Salespeople comfortable with traditional sales pitches may find such a consultative approach difficult to swallow, and that's why Knecht's examples prove valuable, as he offers a list of actual "process-oriented questions" to ask prospective buyers, along with situational dialogue...' - Kirkus Reviews
'...A thought-provoking sales alternative that may appeal to forward-thinking sales managers.'
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.