Sales differentiation : 19 powerful strategies to win more deals at the prices you want

What you sell. The best sales consultant in the world -- Differentiation is marketing's responsibility, isn't it? -- the root cause of a salesperson's frustration -- What would you pay for something you could get for free? -- Finding your differentiators -- Who cares about your differentiators? -- Are you leaving differentiation open to buyer interpretations? -- Whose fault is it when a buyer doesn't see your differentiated value? -- How you sell. Differentiating through your selling approach -- Aligning your sales differentiation strategy with decision influencers -- Developing a sales crime theory -- The most important sales differentiation tool -- the art of query to position differentiators -- Shaping buyer decision criteria -- Disrupting the buying process through sales differentiation -- Buyer objections: an opportunity for sales differentiation -- Last chance to differentiate with your buyer -- Keeping the strategy fresh -- The irrefutable differentiator -- Conclusion: Using sales differentiation to get in the door with prospects -- Sales differentiation concepts.