The First Meeting Differentiator
transforming sales-focused discovery into client-centric consultations
$42.40
- Hardcover
224 pages
- Release Date
27 January 2026
Summary
The First Meeting Differentiator: Turn Initial Encounters into Unstoppable Deal Momentum
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.
Most salespeople approach first meetings with a discovery mindset—planning the questions they’ll ask and the points they’ll make. But here’s the truth: prospects don’t care about your checklist. They care about what’s …
Book Details
| ISBN-13: | 9781400239801 |
|---|---|
| ISBN-10: | 140023980X |
| Author: | Lee B. Salz, Verne Harnish |
| Publisher: | HarperCollins Focus |
| Imprint: | HarperCollins Leadership |
| Format: | Hardcover |
| Number of Pages: | 224 |
| Release Date: | 27 January 2026 |
| Weight: | 0g |
| Dimensions: | 229mm x 152mm |
About The Author
Lee B. Salz
When salespeople aren’t winning deals at desired levels or price points, executives and business owners turn to Lee B. Salz for help. Lee is a world-renowned sales management strategist and CEO of Sales Architects®. A recognized expert in Sales Differentiation, he specializes in helping salesforces, across all industries, win more deals at the prices you want.
A featured columnist in The Business Journals and a media source on sales and sales management, Lee has been quoted and featured in The Wall Street Journal, CNN, The New York Times, MSNBC, ABC News, and numerous other outlets. Lee is a frequently-sought keynote speaker and consultant on Sales Differentiation, salesforce development, hiring, onboarding, compensation, and other sales performance topics.
He is the bestselling author of the award-winning, bestselling books Sales Differentiation and Hire Right, Higher Profits.
Lee is a championship powerlifter and a graduate of Binghamton University. Originally from New York City and New Jersey, he now resides in a Minneapolis suburb with his wife, three kids, and two dogs. When he isn’t helping his clients win more deals at the prices you want, you will find him on the baseball field coaching his boys.
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