The First Meeting Differentiator
Transforming Sales-Focused Discovery into Client-Centric Consultations
- English
- ePUB (mobile friendly)
- Available on iOS & Android
The First Meeting Differentiator
Transforming Sales-Focused Discovery into Client-Centric Consultations
About this book
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.
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Information
Table of contents
- Cover
- Praise For the First Meeting Differentiator
- Title Page
- Note to Readers
- Copyright
- Dedication
- Contents
- Acknowledgments
- Foreword by Verne Harnish
- Introduction
- 1 The Necessary Death of Discovery Meetings
- 2 What Comprises a Successful First Meeting?
- 3 The Critical Tool Every Salesperson Needs to Qualify Deals
- 4 Preparation: Your Key to a Masterful Consultation
- 5 Emotion: The Deal Energizer
- 6 Developing Questions That Qualify Deals, Differentiate You, and Make Your Consultations Magical
- 7 Features, Benefits, and Boredom: How to Share Compelling Stories That Engage, Excite, and Differentiate
- 8 Consultation Cliffhangers: How to Get Them to Want to Hear More
- 9 The Imperfect Consultation: Navigating First Meeting Deal Obstacles
- 10 Putting a Bow on a Great First Meeting
- 11 Implementing the First Meeting Differentiator Strategy
- Index
- About the Author