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

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Length: 88 pages

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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)
  • Publication Date: 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
  • Enhanced Typesetting: Not Enabled
  • Amazon Best Sellers Rank: #1,130,523 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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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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1 of 1 people found the following review helpful By Dirk R on December 3, 2012
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 By Matt L on November 30, 2012
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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