In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with guest Lee B Salz, Keynote Speaker, Sales Management Strategist and Author of ‘Sales Differentiation and ‘Sell Different’. They discuss selling differently as well as the mistakes that salespeople do which cause them to lose deals.

Episode Highlights

• 01:35 – Lee shares that he is a sales Management strategist. He helped put together the strategy, the processes, and the tools to help their salespeople win more deals at the prices they want.
• 03:15 – It was just natural for him to move in this (Sales Lead) direction, says Lee.
• 03:48 – Sam enquires from Lee that in his opinion what has changed for the better and the worse from a sales perspective.
• 06:06 – Sam highlights that technology has been the amazingness of this century. It's made lazy salespeople lazier and great salespeople even better.
• 08:39 – Lee states, he tells salespeople all the time that you're in one of the few professions that get paid based on results. 
• 09:35 - You've written two sales books on sales differentiate, what sparked that interest, Ask Sam.
• 11:32 – Lee shares, one of the key messages that he took away at a very young age was the importance of having clarity of the target client.
• 12:33 – If we go to targetclientsprofile.com, we can download his target client profile worksheet which has nine components to it and that will give us clarity on the right business to pursue.
• 13:34 - One of the big reasons why that price issue comes up is a lack of clarity on who will proceed meaningful value in what we're offering, says the guest.
• 14:55 – Sam asks Lee, “You said, salespeople, are overcomplicating the prospecting. How do you believe that? What's your thought process around that?”
• 15:58- The study found out the key ingredient, the secret sauce to getting that meeting is to take our conversation back to where we started personalization, says Lee.
• 21:26 – Sam says if we have that TCP, not an ICP, that target client profile, and then we got the right personalization, and then we're consistently following up. 
• 23:14 – Lee asks Sam if you left 100 voicemail messages, what would you ballpark? How many you think call you back out of 100?
• 27:35 – We need to have creative ways to get some FaceTime with someone, says Lee.
• 28:42 – Host enquires, “What are your thoughts around pain selling?”
• 32:50 - This whole thing is about probing for pain and understanding what's an inconvenience or the problem.
• 34:00 – Lee states that one of the big questions that salespeople don't ask is, how does your executive team feel about this issue? 
• 38:35 - There's a pain in this game and we have to be able to position those effectively so that people want to take action on them, mentions Lee.
• 40:48 - The opportunity that so many salespeople miss out on, it's the recap email. Within 24 hours of that meeting, you send a recap email that has five parts to it.
• 42:53 - There are plenty of tools that will help you do a recap. You just have to have the discipline to do it.
• 44:04 – Lee states, it’s not happening because there’s sales laziness, not enough awareness in the sales management suite of looking at not just the quantitative side, but the qualitative side of every step of the process.
• 44:49 – There's a video series on the website and it's only available to people who buy the book so you go there, fill out the form, upload your recei