Lee Salz is the founder of Sales Architects and The Revenue Accelerator, as well as the author of five bestselling books, including “Sales Differentiation” and “Hire Right, Higher Profits.” With his remarkable expertise in sales and entrepreneurship, Lee has assisted hundreds of companies in building world-class sales forces, developing effective strategies and processes for maximizing profit, and transforming their sales perspectives from people-based to process-based.

In this episode, we talked about sales management, entrepreneurship, social media…

Show notes

  • Introducing Lee Salz. [1:10]
  • Lee’s professional journey, including his speaking engagements and the books he has authored. [3:16]
  • Why sales confrontation tends to become a challenge for sales teams—and a perspective shift that could make it easier to handle. [4:52] 
  • The difference between the people-based and process-based approaches to selling. [5:55]
  • What makes a great salesperson. [10:16]
  • How to open up a conversation in a way that increases the likelihood of a successful sale. [13:18]
  • What sales differentiation really means. [15:17]
  • Best practices on finding the best people to join your sales team. [26:15]
  • How to create a “final assessment test” of sorts that guarantees the success of your salespeople in the field. [31:25]
  • The crucial difference between roleplay and skill practice. [32:54]
  • How a company should go about building differentiation factors. [35:22]
  • Why psychology plays a significant role in sales. [43:00]
  • The excuses that usually indicate a poor understanding of how to sell. [44:53]
  • What it means to “Anchor them with the best.” [46:50]
  • How to push your people to do better without alienating them. [48:22]
  • The difference between incompetence and insubordination. [49:30]
  • How to get more information about Lee. [52:42]
  • Three books on Lee’s reading list. [54:20]
  • Lee’s most important piece of advice to home service business owners. [56:02]

Resources And People Mentioned:


This is my proven-and-tested playbook for growing your home service business without working like a madman. In this book you'll find everything from recruiting, marketing, sales, leadership, financing and much more! All I ask you is to cover the shipping cost.