The First Meeting Differentiator: Turning Discovery into Meaningful Consultations with Lee Salz

Are your first sales meetings falling flat? In this episode of Making Sales Social, Brynne Tillman sits down with globally recognized sales strategist and best-selling author Lee Salz to reveal why traditional discovery meetings fail, and how to transform them into client-centric consultations that build trust, create momentum, and deliver meaningful value. Lee, known as a sales contrarian, shares his proven strategies for: Shifting from egocentric discovery to meaningful, value-driven consultations Crafting first meetings that engage emotions and spark curiosity Creating “consultation cliffhangers” that leave prospects eager for the next step Turning your questions and insights into a roadmap that resonates with your buyers If you’re ready to stop pitching and start consulting, this episode is packed with mic-drop insights, practical frameworks, and actionable tips to elevate your first meeting—and your sales results. Resources mentioned in this episode: Lee’s book: The First Meeting Differentiator (firstmeetingbook.com) Download Lee’s “10 Ways to Provide Meaningful Value in First Meetings” at meaningfulvalue.com