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

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.