If you’ve ever seen Curb Your Enthusiasm, you know Larry David is not the guy you want giving you sales advice.

Especially in the episodes where he suddenly decides that he will become a car salesman.

And, in true Larry fashion, he does everything wrong.

Instead of asking prospects what they’re looking for, he jumps into high-pressure tactics. Instead of listening, he talks to them. At one point, he even insults a potential buyer.

(He tells a woman she should go for a cheaper car because “it seems more you.” Shockingly, she doesn’t buy.)

Now, Larry’s disaster of a sales career makes for great comedy. But for professionals selling real services?

That’s not how it works.

The best closers in any field aren’t the ones with the flashiest pitches or the smoothest scripts.

They’re the ones who ask great questions and actually listen to what their prospects say.

That’s the real secret to closing more sales: Shut up and listen.

Ask open-ended questions that get your prospect talking about what they really want. Then, tailor your offer based on their words.

Your action step:

Before your next consultation, write down three open-ended questions you can ask to uncover what your prospect truly values.

Because the best way to sell? Let them sell themselves.

Kick butt, make mucho DEEnero!

Dave “Pretty, Pretty, Pretty Good” Dee