Transform Sales-Focused Discovery into Client-Centric Consultations to Win More Deals at the Prices You Want!™

“The First Meeting Differentiator is a book that will transform your sales productivity. It’s a new, refreshing, and effective way to align yourself with customers and achieve sustained sales success. I’ve always been a Lee Salz fan. This book adds to his reputation as a top-notch sales coach.”

“First impressions happen in moments, not minutes, when you are selling. Lee has cracked the code to create a cadence of those key moments during a first meeting to capture your prospect’s interest and support. It’s not magic. Lee has set out a clear set of instructions for the magic moments to happen. If you sell big sales, this approach to the first meeting will give you a great advantage.”

“Lee doesn’t just reshape the first meeting—he revolutionizes it. In a world where buyers crave value and insight from the very first conversation, Lee’s consultative approach equips sales teams with a repeatable framework to stand out and win more deals at the right price. If you’re a sales leader looking to boost win rates and differentiate your team, this book is your new secret weapon—and bringing Lee in to speak will make it real for your people.”

“Lee Salz introduces a powerful shift: replace tired discovery meetings with value-packed consultations buyers actually want. A must-read for anyone who leads sales conversations—it transforms the first meeting from interrogation to consultation and moves deals forward—fast.”

“Many deals are won or lost in the first meeting—so why aren’t more salespeople mastering this critical moment? Lee Salz delivers a game-changing approach to turning first meetings into competitive advantages. If you want to win more deals at the prices you want, it is imperative you read this book.”

“I have known Lee for many years, and he is a true sales guru. The First Meeting Differentiator is a must-read. It takes the fear out of first meetings by giving you a step-by-step roadmap to success.”

“Forget everything you think you know about first meetings—this book is the game-changer. The First Meeting Differentiator is more than a sales guide; it’s a masterclass in human connection disguised as a business book. Lee shifts the first meeting from interrogation to consultation, from ‘me-focused’ discovery to ‘you-focused’ magic. Imagine walking out of every first meeting with your prospect, not just interested but excited, not just listening but leaning in. If your deals stall before they start, he gives you the ignition key. This book isn’t just about winning more deals—it’s about redefining how selling feels. Read it, use it, and watch ‘maybe’ turn into an enthusiastic ‘yes.’”

“Lee Salz expertly differentiates this book from every how-to-sell book that preceded it. The First Meeting Differentiator is a must-read for salespeople who want to master the first meeting with prospects. I loved that Lee went so wide and deep on deal obstacles, intriguing questions, qualifying, and dynamic consultations. Read it. Apply it. Watch your win rate and confidence soar.”

“The First Meeting Differentiator takes sales strategy to a whole new level, redefining how to approach first meetings for maximum impact. Lee introduces the game-changing concept of Empathetic Expertise™—the key to positioning yourself as a trusted consultant rather than just another salesperson. Too many first meetings fail because salespeople rush to prescribe solutions before truly diagnosing the client’s needs. With 75% of first sales calls never leading to a second, this book is the ultimate playbook for earning trust, igniting engagement, and securing the next step. If you want to turn first meetings into lasting opportunities, this is a must-read!”

“Most sales books tell you what to do. Lee finally shows you how. From the very first question — “What do you know, that decision influencers don’t know, but need to know now?” — you’ll feel the shift. Lee hands both new reps and seasoned pros a step-by-step game plan to turn first meetings into meaningful conversations (you know, the kind that actually lead to next steps). Packed with how-to gold, story-driven strategies, and practical tools, this book doesn’t just sit on your shelf — it changes the way you sell.”

“Lee Salz flips the script on first meetings with prospects, showing how to turn them from dull interrogations into engaging, value-driven conversations. The First Meeting Differentiator is packed with practical strategies to help sales professionals build trust, spark interest, and create unstoppable deal momentum.”

“To be the best, learn from the best—and Lee Salz is one of the best in sales. The First Meeting Differentiator is packed with masterful strategies to turn first meetings into real opportunities. If you’re struggling to capture a prospect’s interest, the sale will never happen. This book gives you the blueprint to stand out, engage decision-makers, and set the stage for winning more business. A must-read for anyone serious about sales success!”

“This book is a masterclass in turning conversations into conversions, packed with strategy, real-world stories, and tactical brilliance. As someone who believes salespeople should be courageously bold, I found the emphasis on bringing insight and empathy to the table that buyers want the next meeting incredibly powerful, especially the section on Empathetic Expertise.”

“As someone who teaches salespeople how to prepare for sales interactions, I’m thrilled there’s finally a book dedicated to mastering the first meeting. The First Meeting Differentiator isn’t just another sales book—it’s a game-changing guide packed with real-world stories and hands-on workshops that help salespeople craft a winning first-meeting strategy. If you want a stronger pipeline and higher close rates, this book is a must-read!”

“B2B buyers don’t have time for salespeople who don’t bring value—if you’re not bringing value from the first meeting, you’re out. Lee Salz delivers exactly what sales professionals need to rise above the noise: a strategy built on insights, ideas, and impact. Lee Salz, the expert on sales differentiation, struck a chord with this book. The First Meeting Differentiator is timely, practical, and essential for anyone serious about earning business in today’s market.”

“The First Meeting Differentiator is genius: an inspiring deep dive into the purpose and psychology of a first meeting, first dissecting what is usually wrong, then putting together in great detail how to do it better. As Lee puts it, ‘a journey to create masterful consultations.’ Reads like a novel; you cannot put it down.”

“I’ve read over 500 sales and marketing books authored by over 360 authors I interviewed for The Marketing Book Podcast. Lee Salz is one of my favorite authors. Lee’s books are very different, surprisingly effective, and written for people who don’t particularly enjoy reading business books. I strongly recommend reading The First Meeting Differentiator if you or your sales team need to dramatically differentiate yourself from the competition and start selling more immediately.”

“Lee has done it again! The First Meeting Differentiator delivers a message the way only Lee can-clear, concise, and insightful. In a sales world focused on just getting to the first meeting, this book guides you on what to do when you book the meeting. First impressions are too important to fumble; after reading this, you’ll carry the sale to the end zone.”

“The First Meeting Differentiator is a must-read for anyone serious about sales. Lee masterfully shifts the first meeting from a scripted interrogation into a meaningful, client-centric consultation that builds trust and fuels deal momentum. This book is packed with real strategies that will help you close more, faster.”

“If your first meetings aren’t leading to second meetings, you need this book. Lee gives you the blueprint to shift from just ‘asking questions’ to delivering real value—making your first meeting the start of a winning relationship, not a wasted opportunity.”

“The First Meeting Differentiator nails the importance of that first meeting with a prospect, and how to make it one that positively separates you from the competition. All too often, first sales meetings are focused on the seller’s presentation when the meeting should be centered on the prospect and their needs. Lee lays out the plan to do exactly that. Be sure to bring these processes into your selling methodology. Make sure you have a highlighter.”

“Your first meeting isn’t about pitching. It’s about positioning yourself as an empathetic consultant. Lee shows you how to rethink your mindset, questions, and conversation to focus entirely on your prospect. Thought-provoking conversations uncover stronger opportunities, make you stand out from the start, and leave prospects clamoring to work with you. A sharp, practical guide every sales professional should read.”

“Lee Salz delivers a game-changing blueprint that transforms the first meeting into a value-packed consultation, arming sales professionals with the mindset, strategy, and tools to build trust, differentiate effectively, and close more deals without sacrificing price.”

“Lee gets to the heart of what makes first meetings matter. The First Meeting Differentiator is packed with insights that challenge outdated habits and replace them with a smarter, more intentional approach to selling. It is a thoughtful, practical guide to transforming first meetings into conversations that spark real interest and build genuine momentum. He reminds us that it’s not about saying everything — it’s about saying the right things in a way that sparks curiosity and earns the next conversation. If you’re leading a team and want to create a more repeatable, buyer-centered first meeting process, this book delivers.”

“The First Meeting Differentiator is the playbook sales pros have been waiting for. Lee changes outdated discovery calls to a consultative approach that drives deal momentum from the first conversation. Insightful. Practical. A must-read.”

“Too many salespeople think the first meeting is just about gathering intel; Lee Salz proves it’s about delivering value. This book will change how you think about first meetings and, more importantly, how your prospects experience them. Read it, apply it, and watch your sales soar.”

“As someone who has studied, taught, and obsessed over discovery calls for 15+ years, I thought I’d seen it all—until I read The First Meeting Differentiator. Lee Salz doesn’t just rethink the first meeting—he reinvents it. This book delivers a masterclass in turning ‘just another sales call’ into a high-value consultation that builds trust, sparks momentum, and makes every opportunity much more likely to close.”

“One of the most valuable things this book offers is a clear, actionable structure for showing up fully prepared for a first sales meeting. Lee Salz doesn’t just preach about being different—he gives you a practical framework to make a memorable impression by treating the first meeting like a true consultation, not a fishing expedition.”

“There is nothing more important than the first meeting. Lee Salz will ensure you get the best start.”

“Having read all of Lee’s books, I can confidently say The First Meeting Differentiator is his most powerful work yet. Lee masterfully shifts the sales conversation from self-focused pitching to client-centered consultation—exactly the transformation today’s sales professionals need. Each of his books has delivered massive value to my growth and my clients, but this one raises the bar yet again. If you’re serious about earning trust and setting the stage for success from the very first meeting, this is the playbook. Get this book—it will transform the way you sell forever!”

“An effective first meeting is crucial—without it, there’s no opportunity for a second. In The First Meeting Differentiator, Lee Salz provides essential insights into the ‘what’ and ‘how’ of organizing a successful initial encounter. This book is indispensable, offering practical steps every sales professional needs to follow to ensure progress from the first meeting to the next.”

“There’s so much to love about this book. It doesn’t offer shortcuts—it offers real, impactful strategies. Some salespeople may shy away because it requires effort and intention—and that’s exactly why it works. Lee lays out a practical, high-impact approach that transforms first meetings into true differentiators. If you’re willing to do the work, this book gives you a serious edge.”

“Lee’s evolution of discovery to a first-meeting consultation is so masterful that it surprised even me, and I’ve known him for years. This is modern consultative selling at its finest. If you’re still stuck in traditional “discovery,” The First Meeting Differentiator will elevate your approach to a higher level of sales effectiveness that lays the foundation for successful opportunity management.”

“Sales does not have a closing problem; sales has an opening problem. If we’re serious about helping customers, we have to up our first meeting game. Lee shows us the way to do just that in The First Meeting Differentiator. He presents a comprehensive strategy to create a first-meeting experience that sets the journey to close more deals. If you’re serious about closing more business than ever before, read this book!”

“Lee has once again delivered a game-changing masterpiece for sales professionals. The First Meeting Differentiator doesn’t just challenge conventional thinking—it completely transforms how you approach the most critical moment in the sales process: the first meeting. Lee changes the game from tired discovery checklists to dynamic, value-driven consultations that resonate with prospects. This book has real-world strategies, stories, and practical tools that help you build trust fast, qualify smarter, and keep deals moving forward. If you’re ready to stop losing deals in the first meeting and start building unstoppable momentum from the first handshake, this book is your new flight plan.”

“Most sales meetings feel like an interrogation or mechanical. Lee shows you how to turn the first meeting into an authentic, human conversation that builds trust, creates value, and respects the buyer’s buying process. It’s not only about asking better questions. It’s about showing up differently. The First Meeting Differentiator is your guide to transforming mundane meetings into meaningful relationships. Simple, practical, and real, this book changes the way you sell from the very first hello.”

“The sales profession talks a lot about consultative selling, but too few sales reps actually practice it. In The First Meeting Differentiator, Lee shows you how to prove your consultative worth during the all-important first meeting with a prospect. Contrary to popular belief, the first meeting is more than a discovery session; it’s an impactful conversation that sets the tone for everything to follow. As the old saying goes, you only have one chance to make a good first impression – and you only get one first meeting.”

“Lee set the bar high with Sell Different! and Sales Differentiation—and The First Meeting Differentiator clears it with room to spare. The first sales interaction is make-or-break, yet most reps wing it with no strategy. Lee shows you how to engage deeper, create authentic dialogue, and turn first meetings into second ones. The whole book is great—especially chapters 6, 7, and 8. Game-changers!”

“Want to stand out in the vital first meeting with a prospect? Add value first. How can you do that? Read this book!!”

“I am continually frustrated observing salespeople conduct ineffective early-stage sales calls. They work so hard to secure these critical initial meetings but then immediately blow it — showing up and acting like self-focused amateurs who get relegated to “vendor status” instead of being perceived as the professional value-creators they desperately aspire to be. Lee Salz’ brilliant book is the perfect antidote which fully delivers on its subtitle: helping sellers transform sales-focused discovery into client-centric consultations. I cannot think of a salesperson, regardless of tenure or industry, who wouldn’t experience a transformative breakthrough from implementing the powerful approach outlined in The First Meeting Differentiator!”

“Lee has done it again with The First Meeting Differentiator! Everyone knows the first meeting is crucial, but few know how to truly master it—until now. Lee provides game-changing insights on preparation, powerful questions to ask, and real-world examples to bring his methods to life. Most importantly, he shows you how to close the first meeting in a way that propels deals forward. If you want to turn first meetings into winning opportunities, this book is a must-read!”

“Plenty has been written about prospecting and landing that first meeting—but what happens next? The First Meeting Differentiator is the missing piece. It delivers the tools and strategies you need to master the first meeting, setting the stage for winning more deals. If you want to turn first meetings into real opportunities, this book is a game-changer!”

“The First Meeting Differentiator turns the table on discovery calls. From the prospect’s perspective, a discovery call is where the salesperson peppers them with questions and offers little value. Lee shows you how to transform the discovery call into a valuable consultation. The consultation is so beneficial that the prospect wants more! Read the wisdom between these pages and transform your discovery calls!”

“Lee Salz has cracked the code on what makes first meetings truly effective. The First Meeting Differentiator doesn’t just change the way you approach first meetings—it changes the way prospects engage with you. If you’re tired of first meetings that go nowhere, read this book and turn them into deal-winning conversations.”

“Too many salespeople obsess over getting meetings, which is a salesperson-focused approach. Then, opportunities are wasted with a robotic discovery approach. The First Meeting Differentiator doesn’t relabel discovery; it replaces it with a human other-focused strategy that turns first meetings into value-packed, consultative conversations that spark action and drive deals forward. Engaging buyer emotions, crafting effective questions, and developing compelling stories (rather than boring feature and benefit lectures), this book has everything you need to develop the pipeline you always wanted. If you’ve ever struggled to turn first meetings into meaningful business conversations that move the buying process forward, this book provides a blueprint you can apply in real-time.”

“Most deals are decided in the first meeting—so why aren’t more salespeople mastering it? In The First Meeting Differentiator, Lee Salz shows you how to turn this critical moment into your competitive advantage. If you want to win more deals and protect your pricing, this book is a must-read!”

“When I read Chapter 5, I was blown away—it struck a deep chord. This chapter isn’t just about sales; it’s about truly understanding and connecting with prospects on a deep level. I rarely recommend books, but The First Meeting Differentiator is an absolute must-read. If you want to transform your sales approach and drive game-changing revenue, get this book and put its strategies into action!”

“Lee, as usual, is exactly on point. His first book on differentiation is a must read because most company leaders don’t understand their clear differentiation and therefore sellers don’t understand. But his new book is even more essential because first meetings are going awry and sellers are off point coming into the conversation focused on the wrong things. Lee’s book focuses on planning to build credibility and trust and the only way to do that is for the seller to be prepared to bring value rather than a checklist of questions they need answered to get a deal qualified. Lee is imploring sellers to design a first meeting strategy that will earn trust. Leaders, read this book and make it happen.”

“Finally—a book that zeroes in on the moment that makes or breaks a sale: the first meeting. The First Meeting Differentiator delivers a comprehensive strategy for turning that crucial conversation into your competitive edge. If you want to stand out and position yourself to win the deal, this is your playbook!”

“I’ve followed Lee for years—his insights always challenge the status quo. The First Meeting Differentiator is a true game-changer. While others obsess over closing, Lee shows that the real win happens in the first meeting. With a smart shift from ‘discovery’ to ‘consultation,’ this book delivers both strategy and practical tools to help you dominate from the start.”

“The First Meeting Differentiator isn’t just another sales book—it’s a game plan for turning first meetings into deal-winning opportunities. Lee tears down the outdated “discovery meeting” approach and replaces it with a powerful, value-driven consultation strategy. This book arms sales professionals with the tools to engage prospects, establish expertise, and differentiate from the competition right from the start. If you’re serious about winning more deals at the prices you want, this is the blueprint you’ve been waiting for.”

“Lee is fantastic at identifying key points which can deliver impactful results as soon as they are put into practice. For example, the Target Client Profile is a wonderful example of putting theory to practical use. It is a simple way to ensure you are investing your time, rather than spending your time, on opportunities you can win at the prices you want. The First Meeting Differentiator is essential reading for anyone in sales or who leads a salesforce.”

“The First Meeting Differentiator isn’t just another sales book; it’s a playbook for sellers who want to lead with insight, build real trust, and earn the second meeting. Lee exposes the tired old “discovery call” mindset and replaces it with a powerful, buyer-centric approach rooted in relevance, value, and expertise. He provides a leading-edge approach required to win when selling and partnering with the buyer of today and the future. If you want to stop sounding like every other rep and start winning bigger deals, start here.”

“Lee’s book is GOLD! It’s the first book of its kind that not only emphasizes the importance of how you handle the first meeting but it also tells you how to masterfully do it. This critical element in sales has been totally misunderstood and abused – UNTIL NOW. This book is your paycheck differentiator!”

“Why has this book not been written before? It’s a question I asked myself over and over again as I read it. The value drips off the pages at every turn, from understanding the buyer’s perspective to effective preparation, structure, and personalization. For anyone in sales, this book will sharpen your approach to first meetings and put you in a better position to move deals forward. Lee once again sets up the salespeople for success, creating an essential book of tools.”

“When Lee asked for a book review quote for The First Meeting Differentiator, my knee-jerk reaction was, ‘All meetings have to be differentiated; why focus on the first?’  After reading Lee’s outstanding book, I was reminded that we never get the second, third, and other meetings without a fantastic first one.”

“There is a saying, ‘when the student is ready, the teacher appears,’ and when it comes to anything that Lee Salz writes, I am always a student. His new book has scored three home runs for me. First, it has depth. In a world of thought repeaters, his thought leadership shines with fresh ideas and new ways of looking at the sales conversation. Second, it is modern. He has incorporated AI in a practical and relevant way, making sense for any salesperson willing to do the work. Third, it is balanced. He has integrated logic and emotion in an extremely balanced way, which, for me, is important in the world we are in now.”

“I highly recommend anything Lee touches, as he understands that sales is nothing other than building bridges of trust with people. That’s exactly what this book will help you to do — build bridges of trust.”

“Deals are won or lost in the first meeting—period. In The First Meeting Differentiator, Lee hands you the game plan to turn that conversation into a trust-building, deal-driving advantage. If you’re serious about growing revenue, this isn’t optional reading—it’s essential.”

“I learn something new from Lee every time I read his content. And I’m already selling more based on his advice in The First Meeting Differentiator. If you need more pipeline and want to close more deals, read this book ASAP.”

“The First Meeting Differentiator shatters the outdated ‘discovery call’ approach and replaces it with a game-changing strategy that works—turning first meetings into high-impact consultations. Lee Salz arms salespeople with a first-meeting game plan to not only win deals but to win them while protecting margins. If you’re tired of prospect interactions that go nowhere, read this book and transform the way you sell.”

“The title alone—The First Meeting Differentiator—grabs any sales pro’s attention. After all, your income hinges on the impression you make in that very first conversation. And then you see the name: Salz. Lee Salz. A master of sales strategy whose work I’ve followed for over 15 years. This book is classic Salz—original thinking and real-world tactics that elevate your game. Chapter 5’s focus on ‘Empathetic Expertise’ reshaped how I think about emotional intelligence in sales. And Chapter 8’s ‘Consultation Cliffhangers’ gave me a fresh, strategic way to keep deals moving forward. Whether you’re an individual rep looking to sharpen your skills or a leader looking to boost your team’s performance, this book has it all!”

“The First Meeting Differentiator is a game-changing resource for sales professionals. This book provides a step-by-step framework to transform initial meetings into dynamic consultations that deliver meaningful value. If you want to strengthen your pipeline, close deals faster, and stand out from all the other salespeople, this book is an essential addition to your sales library. Don’t just read this book, implement it.”

“I agree with Lee – traditional discovery meetings are not only ineffective, they’re counterproductive. Lee’s insights and techniques will help you change how you think about first meetings and enable you to meet your buyers where they are- leading to better conversations and more sales.”

“The First Meeting Differentiator is one of the most innovative, unique, and game-changing books I have read in years. Lee shares his wisdom and expertise to demystify the most critical parts of the sales process – the first meeting. In this powerful read, he gives you a step-by-step game plan that will transform your first meetings and results!”

“When salespeople struggle to close deals, the real problem isn’t closing—it’s opening. Without a strong first meeting, there’s no foundation for success. The First Meeting Differentiator delivers a game-changing playbook to captivate prospects, build meaningful connections, and set the stage for winning more deals. If you’re in sales, this book isn’t optional—it’s essential!”

“Reps always say, ‘If I could just get the meeting…’ — but then fall short once they do. The average success rate for a salesperson advancing a deal from first call to closed deal is painfully low, just 15%. The First Meeting Differentiator moves that success needle by providing sales professionals with a proven initial meeting strategy, framework, and game plan that lays the foundation for landing accounts. It puts an end to the discovery mindset and shifts to a consultation mindset that propels deals forward. This book will transform how you approach first meetings. Read it with a highlighter handy. You’re going to need it!”