You already know this, so why do you do it? The more you try and position your value and convince someone that you're credible - the more caution and distrust you create. When trying to establish credibility, many professionals get confused about whether they should rely on demonstrating their expertise or asking good questions. In this topic discussion, Dan and Pam break down the pitfalls that sales professionals run into with credentials, as well as how salespeople can establish more credibility by asking the right types of questions in the right way.