Guest: Lee SalzHosts: Randy Chaffee (Host) and Wes Wyatt (Producer/Director)Episode Summary:Sales clichés like “numbers game,” “discovery meetings,” and “features and benefits” can stall deals. Lee Salz lays out a contrarian approach: replace discovery with consultation, lead with meaningful value, build empathetic expertise, tell memorable deal stories, qualify against a Target Client Profile, and always leave the first meeting with a defined next interaction. His new book, The First Meeting Differentiator, releases September 30 and focuses on practical moves you can use immediately.Timestamps:(0:00) Cold open: “Two ways to get back on the show…”(0:21) Why Lee is back and why differentiation matters(1:12) Lee’s sales contrarian stance(2:58) New book mention; Randy’s Florida/Michigan aside(4:00) Why “sales is a numbers game” backfires(4:51) Quality over quantity in prospecting(5:12) “You’re only as good as your next sale”(6:20) The Sales EKG cycle(6:56) End “discovery meetings” and why buyers dislike them(7:58) Switch to consultation plus meaningful value(8:10) Free resource: MeaningfulValue.com(9:20) Real competition is every salesperson vying for the same meeting(11:52) Social media parallel: competing for attention(14:12) Consultation mindset means both sides get value(15:29) Emotions drive decisions; engage them appropriately(18:51) Empathetic expertise and “they get me”(20:29) Four buying criteria: know, like, trust, expertise(21:46) Law & Order lesson: all fact, no heart fails(23:58) Deal Energizer: give the deal emotional life(26:00) Qualify to lose early or avoid chasing ghosts(27:25) Target Client Profile vs Ideal Client Profile(28:56) Features, benefits, and boredom; tell stories instead(30:18) The forgetting curve and story recall(31:10) Build a Deal Pursuit Story Portfolio(33:26) Paint the buyer’s picture of success(34:08) Always schedule the next interaction before leaving(36:00) Don’t ask “what’s your pain point” like a script(38:52) PAIN acronym: Problem Action Inconvenience Neutral(40:45) Switching has its own friction; stack value(41:37) Family update: Lee’s sons and next chapters(42:18) Why Lee’s work is actionable(43:56) SAQ: Where is the low-hanging fruit(44:46) Referral gap: 91 percent would refer, 11 percent ask(45:50) Share of wallet: fastest path to revenue(46:59) Parting advice: if you want them to do something, they need to feel something(47:56) Close and call to actionKey Takeaways:Replace discovery with consultation that delivers immediate, defined value to the buyer. Engage emotion first and support with logic; empathetic expertise wins because buyers feel “they get me.” Qualify against a Target Client Profile to protect time and pipeline health. Use stories to beat the forgetting curve and make solutions memorable. Always leave the first meeting with a scheduled next step. Grow faster by asking satisfied clients for referrals and expanding the share of wallet.Resources and Links:MeaningfulValue.comBuildingWins.liveIBuyFromRandy.com

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