The saying is that ”Curiosity killed the cat”. A less frequently-seen rejoinder is ”but satisfaction brought it back”. A synonym for ‘curious’ is ‘eager to learn’. And there isn’t any better way to learn than to ask questions!
The first obstacle you have to overcome is to actually start asking questions – at all. After that you have pace, and as long as you reflect over what you do and how you do it you can always correct your direction on your own – or with a little help from your friends.
So we’ve identified that asking questions is fundamental for sales. Let’s focus on what kind of questions you should ask. This is where curiosity is a help. What you want to do is to ask questions that give you as much information as possible. The best way to get there is to use ‘open questions’ in opposite to closed questions.
”We keep moving forward, opening new doors, and doing new things, because we’re curious and curiosity keeps leading us down new paths.”
– Walt Disney
You’ll find more about how to ask here. But if you are truly curious you need to be prepared to ask supplementary questions. So when you’ve received the first answer you can follow up with another question. Here are some examples:
– In what way does this affect you?
– How do you mean?
– What impact does this have?
So I’d say it helps to be curious, you see? If you ask questions this way you will like the quote from Walt Disney says ”..keep moving forward and open new doors..”.
Here’s todays tasks for you:
- Write down at least three open questions that you memorise so that you can use them in you coming sales meetings.
If you actually do this task and decide for yourself that you are going to use the questions consequently I’m sure you’ll find the little investment well worth. But you have to put your heart to it.