What if everything you’ve been taught about sales is wrong?
In this episode of We Have A Meeting, we sit down with Lee Salz, bestselling author, sales management strategist, keynote speaker, and the global expert on differentiating what and how you sell. If your team is losing deals, getting ghosted, discounting to win business, or struggling to stand out, this conversation will flip your understanding of selling on its head.

Lee reveals why most companies don’t have a closing problem - they have an opening problem. He breaks down the real reason prospects stall, the secret to personalisation that gets 82% of executives to take meetings, and why “discovery calls” must die. You’ll learn how to run a first meeting that actually moves deals, how to create emotional engagement with “empathetic expertise,” and why failing to differentiate means one thing: dropping your price.

If you want to sell at higher margins, win more deals, and stop chasing prospects who will never buy, this is the episode you can’t afford to miss.

In this episode:
• The #1 mistake salespeople make in first meetings
• Why discovery calls fail - and how to run a true consultation
• The emotional drivers behind decision-making
• How to differentiate without sounding like every competitor
• The pain vs. problem framework (and why most reps stop too early)
• How to secure next steps without being ghosted
• Using AI and ChatGPT for smarter personalisation
• The storytelling structure that makes you unforgettable

If you want to sell more without lowering your price - start here.

Buy our book: https://amzn.eu/d/5MXG94J