For years, I’ve said a real conversation is an exchange of ideas between people. Unfortunately, most “first meetings” in sales aren’t conversations at all, they’re interrogations disguised as discovery.
That’s why I’m excited about The First Meeting Differentiator by Lee Salz.
Most sales books tell you what to do. Lee shows you how to do it. (Seriously, check out page 62… this is a guy who hates vague advice as much as I do.)
This is your step-by-step first meeting guide.
“What do you know, that decision influencers don’t know, but need to know now?” (pg. 12)
That one question will change how you prep for meetings.
It doesn’t stop there. Here’s what else you’ll take away:
✅ Define success for every conversation
✅ Plan what you need to learn
✅ Make your differentiators memorable
✅ Use stories (with structure!) that connect
✅ Always design conversations so prospects want a next one
As Lee reminds us:
“The goal of your first conversation is to pique enough interest that they want to continue conversations with you.”
Inside salespeople, this is the playbook you’ve been waiting for.
Lynn
Get your copy: The First Meeting Differentiator