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The First Meeting Differentiator - Outside Sales Talk with Lee Salz

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Manage episode 520292844 series 2364526
Content provided by Steve Benson. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Steve Benson or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

Here are some of the topics covered in this episode:

  • Why “discovery” calls should be “consultations”
  • How to create a “target client profile” instead of an “ideal client profile”
  • Which questions to ask to move a deal forward
  • How to use emotion to drive action
  • Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

  continue reading

196 episodes

Artwork
iconShare
 
Manage episode 520292844 series 2364526
Content provided by Steve Benson. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Steve Benson or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

Lee Salz is a globally recognized Sales Differentiation® strategist and author of The First Meeting Differentiator, part of his bestselling Sales Differentiation® series. He is a sales contrarian who challenges old-school selling and helps organizations win more deals at the prices they want®. Lee is an award-winning speaker, named 2022 Speaker of the Year by the Institute for Sales Excellence and ranked #6 Top Sales Thought Leader by Global Gurus for 2025.

In today’s episode, Lee Salz shares how to turn first sales meetings into powerful, client-focused conversations that set you apart

Here are some of the topics covered in this episode:

  • Why “discovery” calls should be “consultations”
  • How to create a “target client profile” instead of an “ideal client profile”
  • Which questions to ask to move a deal forward
  • How to use emotion to drive action
  • Using “Consultation Cliffhangers” to secure your next meeting

More From the Guest

Start Selling More Today with

Badger Maps - The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

  continue reading

196 episodes

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