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This podcast explores the common mistake of offering unsolicited advice in sales. It highlights that while well-intentioned, unrequested advice is often met with resistance and can even backfire. When a sales professional provides advice without first gaining the buyer's interest or permission, it can be perceived as condescending or presumptuous.

The podcast emphasizes that the key to effective sales lies in drawing the buyer into the conversation and encouraging them to ask questions. By positioning yourself as an expert advisor, you can create a sense of curiosity and intrigue, prompting the buyer to seek your guidance.

To achieve this, the podcast suggests two strategies:

1. Frame the Conversation: Use your personality and humor to engage the buyer and create a comfortable atmosphere. Clearly communicate your intentions and let them know that you are offering valuable insights.
2. Ask Deficit Questions: Pose questions that highlight the buyer's knowledge gaps or challenges. This approach encourages them to take ownership of the conversation and seek your expertise.

By adopting these strategies, sales professionals can avoid the pitfalls of unsolicited advice and effectively guide buyers towards making informed decisions.

Scott Schlofman
Mike Williams - Cell 801-635-7773

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