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Consultative selling is as ridiculously outdated as Alec Baldwin’s advice in Glengarry Glen Ross to “Always Be Closing”.

And what’s wonderfully ironic is that being helpful is never outdated.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 is an international business strategist, speaker, author, and extreme athlete. His consulting firm solves complex marketing and business strategy problems for top companies around the world. Dow Jones calls his Edgy Conversations blog one of the top sales sites on the internet. He is author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.