{"product_id":"the-first-meeting-differentiator-transforming-sales-focused-discovery-into-client-centric-consultations-9781400239801","title":"The First Meeting Differentiator: Transforming Sales-Focused Discovery Into Client-Centric Consultations","description":"\u003cp\u003e\u003cstrong\u003eThe first meeting is where everything begins--or ends. Get it right, and you build unstoppable deal momentum. Get it wrong, and the deal is in big trouble.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eTraditional 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 \u003cem\u003eThe First Meeting Differentiator \u003c\/em\u003eguides you to make.\u003c\/p\u003e\u003cp\u003eIn 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 \u003cem\u003ewin more deals at the prices you want.\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003eThis 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.\u003c\/p\u003e\u003cp\u003eFollowing the success of Salz's bestsellers \u003cem\u003eSales Differentiation\u003c\/em\u003e and \u003cem\u003eSell Different!\u003c\/em\u003e, \u003cem\u003eThe First Meeting Differentiator\u003c\/em\u003e 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.\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eDesign a first-meeting strategy that excites prospects and earns their trust.\u003c\/li\u003e\n\u003cli\u003eUse techniques that differentiate the meeting experience, not just your product.\u003c\/li\u003e\n\u003cli\u003eShift from one-sided discovery to dynamic consultations that deliver value for both sides.\u003c\/li\u003e\n\u003cli\u003eEngage emotions in ways that motivate them to take action by leveraging Empathetic Expertise.\u003c\/li\u003e\n\u003cli\u003eMaster qualifying to separate real deals from mirages.\u003c\/li\u003e\n\u003cli\u003eCreate intriguing questions that qualify deals, differentiate you, and make consultations magical.\u003c\/li\u003e\n\u003cli\u003eStop talking about features and benefits, and develop stories that captivate, differentiate, and lead them to want to buy from you.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eSalz, Lee B.:\u003c\/i\u003e\u003c\/b\u003e - \u003cp\u003eLee Salz is a leading sales management strategist and the award-winning, best-selling author of six business books. His bestsellers \"Sales Differentiation\" and \"Sell Different!\" have been called \"the one-two punch\" every salesperson needs to differentiate what and how they sell to win more deals at the prices you want. His latest book, \"The First Meeting Differentiator: Transforming Sales-Focused Discovery into Client-Centric Consultations,\" changes the way salespeople approach first meetings with prospects.\u003c\/p\u003e \u003cp\u003eLee's firm, Sales Architects, specializes in building salespeople into world-class salesforces, offering sales consulting, coaching, custom playbooks, and dynamic keynote presentations and workshops.\u003c\/p\u003e \u003cp\u003eLee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, The Business Journals, and numerous other outlets. In 2022, the Institute for Sales Excellence named Lee Speaker of the Year, and he was recently named by Global Gurus to their Top 30 Sales Thought Leaders for 2025, ranking him #6 in the world.\u003c\/p\u003e \u003cp\u003eA graduate of Binghamton University and originally from New York City and New Jersey, Lee now resides with his family in Minneapolis. When he isn't helping his clients build world-class salesforces, you will find him training for his next powerlifting meet. He's a champion powerlifter in the bench press.\u003c\/p\u003e","brand":"HarperCollins Leadership","offers":[{"title":"Default Title","offer_id":51635319079186,"sku":"9781400239801","price":21.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_7b63d8b4-5a77-4a41-8970-7b656cb562ba.jpg?v=1759229120","url":"https:\/\/surprise-castle.myshopify.com\/products\/the-first-meeting-differentiator-transforming-sales-focused-discovery-into-client-centric-consultations-9781400239801","provider":"Surprise Castle","version":"1.0","type":"link"}