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Strikingly Different Selling
Book

Strikingly Different Selling

6 Vital Skills to Stand Out and Sell More

Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig
FranklinCovey Publishing, 2022

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Editorial Rating

9

Qualities

  • Applicable
  • Concrete Examples
  • Engaging

Recommendation

If you think most B2B service offerings sell themselves the same way, you’re right – but you don’t have to join the herd. Dale Merrill, Scott Savage, Jennifer Colosimo and Randy Illig reviewed the online presentations of five leading B2B professional services firms. The websites looked the same. Even when the authors switched around the firms’ names and logos, nothing about the message changed. Such uniformity makes it tough for B2B salespeople to convince prospects they offer something distinctive. The authors explain how salespeople can distinguish themselves and their companies to stand apart from their look-alike rivals – and to sell their individual services.

Take-Aways

  • Your B2B prospects want your sales message and service offerings to be “strikingly different.”
  • All sales activities, including proposals, must pass the “RDM” test: are they relevant, distinctive and memorable?
  • Your sales message must be important to your prospects.

About the Authors

Dale Merrill is a global managing director at FranklinCovey. Jennifer Colosimo is the president of FranklinCovey’s Enterprise Division. Randy Illig is a sales performance expert at FranklinCovey, and Scott Savage is a consultant and public speaker on sales, leadership and negotiation.   

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