About Us

Curious

I'm sure most of you are wondering how being curious can possible help you be a better salesperson.
Well, first of all, the most effective selling technique is with the proper use of questions. Remember, "telling
is not selling." Questions are the best way to find out what the prospect's wants and needs are and a
healthy curious nature on your part will help you come up with great drill-down questions.

A natural curiosity will help you focus your efforts toward trying to understand your clients requirements and
sell to those needs. The more curiosity that you demonstrate to your prospect that you are really interested
in trying to understand his particular dilemma, the more convinced he will become that you really care about
his situation. The more convinced he is that you really care about him, the more convinced he will also
become that perhaps you are just the person to help him. Curiosity about people and their plight creates a
natural bridge between you. Curiosity is the first stage of empathy. It's hard to empathize with people if you
don't even have the slightest interest in them. Curiosity IS interest. Remember, people don't care what you
know until they know that you care!

Curiosity is also a good way to get people to talk about themselves. And once you get people talking about
themselves, you've made a friend. I've always said that the best way to make people like you is to get them
talking and everyone's favorite subject is themselves. So by showing a real curiosity about your customer
and asking them questions about themselves, you can get them talking about themselves and they will
immediately take a shine to you. Once they decide that they like you, selling them is easy. Remember,
nobody buys anything from someone that they don't like.

Curiosity can also help you formulate good selling questions, good trial-closing questions and good
closing questions. Good selling questions could be something like "How are you planning to use the
product?", "What results are you hoping for from the product?", "How will you measure the results?". Good
trial-closing questions might be "Are you planning to pay cash or are you going to finance it?", "How soon do
you need the product?". Good closing questions could be "What is your company's purchasing process?",
"Who is going to be making the final decision?" Or my personal favorite, "What's the PO number?"

I like to think of questions like shooting bullets. You shoot bullets at them by asking questions. They shoot
bullets back at you by answering them. You take their answers and make more ammunition to shoot back
at them in order to make a sale. Their answers are the key to your sale. But they won't give your those
answers without your first prompting them with good questions. And good questions are derived from a
healthy curiosity.