Episode 18: Questions That Build Trust with David Thompson

Are you guilty of making your prospect feel like the subject of an interrogation? David Thompson, an interrogation and interview expert, shares his experiences teaching the FBI and law enforcement how to build trust through non-confrontational questions. Imagine interrogating a suspect hell-bent on avoiding any admission or prosecution and your job is to build enough trust so they confess to the crime. It can feel the same way with a prospect when you know you can help, but they refuse to see it. Listen in as Dan and David dive into the mindset and types of questions required to break your prospect from the prison of their biases.

After You Listen:

• Bookmark this episode as we build upon this conversation from episode to episode. https://podcasts.apple.com/us/podcast/breaking-sales/id1503234243
• Take this assessment to determine how and where you can improve your sales results: https://www.lappin180.com/assessments
• Connect with Dan Lappin: https://www.linkedin.com/in/lappin180
• Learn more about Lappin180: https://www.lappin180.com/

DAN LAPPIN

Dan Lappin is a renowned sales disruptor with a simple message – stop selling.  As president and founder of Lappin180, his mission is to challenge status quo sales tactics and revolutionize the sales process entirely.  Dan is a prominent voice advocating for a consultative approach to sales, where pushing, persuading and promising are past tense.  A prolific writer, speaker, and host of the popular Breaking Sales podcast, Dan’s change message resonates with thousands from Prague to Los Angeles.