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Attract the Right Job or Clientele:
The First Meeting Differentiator will Elevate Results
Over the years, I have read numerous sales books that have empowered my sales success. Titles Include:
- How to Win Friends and Influence People, Dale Carnegie
- 7 Habits of Highly Effective People, Stephen R. Covey
- Think and Grow Rich, Napoleon Hill
And today, it is likely that ‘The First Meeting Differentiator’ by Lee B. Salz will join the list of classics. The sub-title gives away one secret sales strategy: ‘Transforming sales-focused discovery into client-centric consultations.’ By prioritizing the client’s interests, the Q&A process deepens to attain game-changing insights. For example, Chapter 5 on Empathetic Expertise™ dives deep into the art of emotionally connecting with your buyers to energize bonding and ultimately more robust sales.
Countless studies confirm that the first meeting is the foundation, as it lays the groundwork for an initial agreement that will encourage a future, energized bond between all parties and develop a robust business ahead.
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The First Meeting Differentiator
Image by Geralt, Pixabay
Unfortunately, few companies have a clearly defined and repeatable strategy for handling initial meetings. Instead, they assume the salespeople they hire already know how to navigate this critical step effectively. That assumption, as you may have experienced firsthand, is deeply flawed. The glaring issue at hand is why Lee B. Salz wrote The First Meeting Differentiator.
Sales organizations underperform because they leave the critical aspect of the first meeting sales process to chance. And this isn’t a modern problem. Everything stated above was as true a century ago as it is today, and it will remain true for generations to come. Why? Because the principles of human connection, trust building, and differentiation are timeless.
Whether your first meeting lasts fifteen minutes or two hours, there are nonnegotiable elements that we must address. You need to qualify the potential sale, differentiate what and how you sell, and create emotional engagement. The specifics will vary depending on your industry and the complexity of your sale, but the underlying objectives remain constant.
While many sales books touch on the importance of the first meeting and include a few tips or strategies, none dedicate themselves comprehensively to the topic. A structured, step-by-step guide to mastering the first meeting didn’t exist—until now.
For more than thirty-five years, Salz has worked with sales organizations to craft first meeting strategies that have led to record-breaking results. Whether he led sales teams directly or consulted with clients, he witnessed firsthand how a thoughtful, intentional approach to the first meeting could transform win rates and protect margins. The book is written as a workbook, designed to equip you with everything you need to build a rock-solid first meeting framework based on proven, real-world strategies.
Both sales management executives and individual revenue contributors may benefit from reading the book. For sales managers, it provides a blueprint for creating a scalable and repeatable first meeting strategy across the organization. For salespeople, it offers actionable guidance to elevate their individual performance. The plan presented here applies to B2B and complex B2C sales, whether you’re selling products, services, technology, or SaaS solutions. Salz refers to the “first meeting” rather than “discovery.” The first meeting is so much more than simply uncovering needs; it’s about setting the tone for the entire relationship. It’s about showing your buyer that you understand them, that you’re different from everyone else vying for their attention, and that you’re uniquely equipped to help them succeed. Moreover, establishing trust upfront is vital for earning business.
The purpose of the book is to empower readers with the strategies, tactics, and tools to earn business consistently — not just the first time, but repeatedly. Moreover, by establishing trust and credibility, there is no need to slash margins. Prospective clients want to believe they can trust the vendor in all regards; once they realize ‘you are the one’, the experience becomes a win for all.
Conclusion: The First Meeting Differentiator will Elevate Results
Sales is rarely solely focused on pricing; instead, it’s about conducting a professional conversation by digging deep with questions. Upon realizing the proper match, business is far more likely to be earned. It all begins with the first meeting strategy. Even better, The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations will teach you how to craft and execute that strategy. Visit Amazon to secure your copy. You may download the first chapter free at FirstMeetingBook.com.
Author Bio: About Lee B. Salz. Lee is an internationally renowned sales management strategist, bestselling author, and award-winning speaker, specializing in building world-class sales forces. His new bestselling book, The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations, is available on Amazon and at all major book retailers. Lee can be reached through his website, SalesArchitects.com, and at 763.416.4321 for coaching, consulting, custom sales playbook development, workshops, and keynotes.
For more Insights, visit Elinor’s Amazon Author Page
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Sales Tips: The First Meeting Differentiator will Elevate Results
1. Commit to the long-term vision for accomplishment(s), including working for the greater good for everyone to feel the ‘win.’
2. The heartfelt approach typically accomplishes much.
3. Acknowledge ideas from everyone with whom you meet.
4. Request feedback from prospects and current clientele regarding their concerns while conveying willingness to address them.
5. Never underestimate anyone’s novel ideas; remember that each person and country operates differently.
6. Share favorite learning moments with prospective and current clients to improve client engagement.
7. Habitually seek out new ways to improve engagement for business growth as you venture into the unknown to seek new possibilities.
8. At the end of all communications, ask those with whom you meet if they have questions to ensure clarification.
9. ‘Don’t give up – find a better way!’
10. Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!
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