The First Meeting Differentiator - Outside Sales Talk with Lee Salz

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart.

Here are some of the topics covered in this episode:

• Why “discovery” calls should be “consultations”
• How to create a “target client profile” instead of an “ideal client profile
• Which questions to ask to move a deal forward
• How to use emotion to drive action
• Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

• Download 10 ways to provide meaningful value - www.MeaningfulValue.com
• Book website - www.FirstMeetingBook.com
• Lee’s website - www.SalesArchitects.com
• Lee’s on all the social platforms - Check him out on Tiktok @theleesalz

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