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 Consultative selling is as ridiculously outdated as Alec Baldwin’s advice in Glengarry Glen Ross to “Always Be Closing”. And what’s wonderfully ironic is that being helpful is never outdated.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