Access Denied
IMPORTANT! If you’re a store owner, please make sure you have Customer accounts enabled in your Store Admin, as you have customer based locks set up with EasyLockdown app. Enable Customer Accounts
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
Want more tips from Tom? Watch our Tom Tips Videos >>
Also in Tom's Blog
Subscribe
Learn what to say and how to say it. Sales advice, free templates & more.
Invalid password
Enter
Learn what to say and how to say it. Sales advice, free templates & more.
© 2023 Selling 180°.
Powered by Shopify
Buy The Book
The Selling 180° book teaches a new mindset and approach to selling and offers practical tips and scripts that you can immediately apply.