“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.”
