Dan Waldschmidt

by Dan Waldschmidt

September 13, 2017

Be the Expert.

Buyers don’t need more questions. They need more answers.

Consultative selling is as ridiculously outdated as Alec Baldwin’s advice in Glengarry Glen Ross to “Always Be Closing”.

And what’s wonderfully ironic is that being helpful is never outdated.

But a strategy that water boards your prospect with 37 questions is just a bad strategy.

Frankly, it’s manipulative and selfish. Asking questions is brilliant, but using an interrogation as a trap to close buyers has a short shelf life.

And forget about getting referrals. Buyers aren’t just remorseful; they tend to hold a grudge at this type of poor behavior.

Join the movement: danwaldschmidt.com

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About the author

Dan Waldschmidt

Dan Waldschmidt doesn’t just talk about leveling up. He’s obsessed with it. He's set records as an ultra-runner and been the personal strategist for the leading business leaders of our time. He wrote a book, called EDGY Conversations that accidentally became a worldwide bestseller and continues to share his insights from the stage as a keynote speaker and on the blogs and podcasts you will find here. Most days, you'll find Dan heads-down, working on breakthrough strategies for his clients at EDGY Inc, a highly-focused, invite-only, business strategy execution company based out of Silicon Valley.