The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations

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The First Meeting is the Deal Foundation

Traditional discovery meetings must die! Today's buyer demands it. They no longer tolerate one-sided sales interrogations that serve the seller but provide no value to them. If they agree to a meeting with you, they expect something more—a consultation experience that makes them wiser as a result of time spent with you. That's the transformation The First Meeting Differentiator guides you to make.

In this breakthrough book, world-renowned sales management strategist and bestselling author Lee B. Salz reveals the strategy and the step-by-step framework for transforming your first meetings into high-impact, client-centric consultations that differentiate you and lay the foundation to win more deals at the prices you want.

This shift changes the entire buyer/seller experience. First meetings become energized, trust-building, impactful conversations that ignite interest and set the stage for closing deals.

Following the success of Salz's bestsellers Sales Differentiation and Sell Different!, The First Meeting Differentiator adds a powerful new component to your sales strategy. Packed with real-world stories, actionable insights, and hands-on workshops, this is the ultimate guide to modernizing your sales approach and outselling the competition.

• Design a first-meeting strategy that excites prospects and earns their trust. • Use techniques that differentiate the meeting experience, not just your product. • Shift from one-sided discovery to dynamic consultations that deliver value for both sides. • Engage emotions in ways that motivate them to take action by leveraging Empathetic Expertise. • Master qualifying to separate real deals from mirages. • Create intriguing questions that qualify deals, differentiate you, and make consultations magical. • Stop talking about features and benefits, and develop stories that captivate, differentiate, and lead them to want to buy from you.

© 2025 HarperCollins Leadership (Lydbog): 9781400239894

Release date

Lydbog: 30. september 2025