"Read by the author.
The 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.
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."
"Read by the author.
Game-changing new strategies to outsmart, outmaneuver, and outsell your competition!
Salespeople face fierce competition in their pursuit of winning deals. Differences in product features and functions get smaller by the minute and are not always meaningful to buyers.
How do you stand out from the pack and not just land the account, but win deals at the prices you want?
Lee B. Salz's previous ground-breaking, bestselling book, Sales Differentiation, armed salespeople with strategies to differentiate both what they sell and how they sell it. Sell Different! provides a new component of Sales Differentiation strategy to help you outsmart, outmaneuver, and outsell the competition to win more deals at the prices you want. This book provides you with the tools you need to land new accounts and grow existing ones.
The practical, proven strategies presented in Sell Different! include:
- How to defeat your toughest competitor (hint: it's not who you think it is)
- An actionable 16-phase plan to reach and engage elusive prospects
- Finding more of your best clients (it's easier than you think)
- Acquiring more referrals than you ever dreamed possible
- Virtual selling and how to harness its potential
- Neutralizing the fear of change that paralyzes buyers and kills deals
- Structuring pilot programs that advance your deals
- Identifying the critical person needed to win more deals at the prices you want
- Solving closing problems and fixing the real issue limiting your success
- Dissecting and resolving the most challenging sales objection-price!
- What 99.999% of salespeople don't do, but should
- Expanding account relationships to explode revenue and lock out the competition
- How to address a major flaw when comparing salespeople with professional athletes
- And much, much more!
If you are a salesperson, executive, or business owner who desires to win more deals at the prices you want, then this book is for you."
