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Differentiation Selling - A Practical Guide to Selling Services and Solutions in Competitive Markets [Kindle Edition]

RENE KNECHT
5.0 out of 5 stars  See all reviews (2 customer reviews)

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Kindle Price: $3.70
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Book Description

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.

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.


Editorial Reviews

Review

KIRKUS REVIEW
Differentiation Selling
kirkusreviews.com/book-reviews/rene-knecht/differentiation-selling/


'...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.'
Kirkus Reviews

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.

Product Details

  • File Size: 654 KB
  • Print Length: 88 pages
  • Page Numbers Source ISBN: 9081599445
  • Simultaneous Device Usage: Unlimited
  • Publisher: René Knecht; 1 edition (July 26, 2012)
  • Sold by: Amazon Digital Services, Inc.
  • Language: English
  • ASIN: B008PXARE8
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Not Enabled
  • Lending: Enabled
  • Amazon Best Sellers Rank: #335,357 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Next step in sales methodology? December 3, 2012
By Dirk R
Format:Paperback
This possibly is the next best thing in Sales approach.

Forget about SPIN (unless yu haven't read that yet), solution selling, ... - try this instead

In a nutshell:

* For any important decision, customers go through a change proces
* They need to challenge their own status-quo in order to get involved in any kind of change
* The customer basically negotiates with himself, mostly with incomplete or biassed information

The only thing we as well-meaning sales people can aspire to do is learn to understand this proces, follow the step-by step advise offered by the author and help facilitate the change.

Differentiation selling is all about making the difference in the proces you and your customers share.
All common sense, all to be put in practice as of immediately.

I loved it!
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1 of 1 people found the following review helpful
5.0 out of 5 stars Important read November 30, 2012
By Matt L
Format:Paperback
I have - in several respects - more confidence when calling on customers now after having read this book. It provides some very important points about process focus, timing, and the prospect's status quo. Winning in selling is mostly in the margins for me. This book helps differentiate and increases professionalism and credibility because it increases my understanding of what my prospect is up against on their end. It lights up an area in sales rarely - if ever - mentioned.
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More 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.

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