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Curiosity
So much of sales is presenting, promoting, and talking, but, as you probably know, I’m a big proponent of shutting up and listening more often. Coming from a place of curiosity will lead to rich, informative conversations with prospects. To generate compelling answers, ask open-ended, provocative questions such as…
“Help me understand…”
“Can you say a bit more about…?”
“Can you give me a better sense of…?”
“I heard you say that, but I also heard this. Can you clarify?”
“Which one is most important?”
“I wasn’t quite following there. Say that again?”
Questions like these display humility, curiosity, and engagement; they facilitate meaningful conversations and uncover more truth. Ask your question, then listen attentively to the prospect and see if you can be helpful to them. In the end, it's much more about asking than it is about telling.
Onward.
Tom
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