Are you curious?
If you are a curious sort, just that question alone should have got your attention. The reality is that curiosity did NOT kill the cat… IT MADE THE SALE!
We have all had great conversations with people that flowed well and seemed to go on and on. And we have had the opposite, major flops. In the case of the latter, and in the realm of selling, it is almost always due to our own self-interest and an overwhelming burning desire to TELL our story to the potential client.
Now on its own, without understanding the client and setting up all of the connections that tactic will simply cause endlessly glazed-over eyes outcomes. Your time will come to talk about your stuff…be patient.
And create curiosity!
The genesis to great early on conversations is the layering of little bits of credible client-focused information between layers of curiosity creating questions or thoughts. A bit of contextually specific information, the posing of a curiosity creating question… tee up the next bit of new information… add in another curiosity provoking thought…repeat till done.
This all must be planned out in advance of the conversation. You will be best served if you can simulate it with a friend and get comfortable with the iterating style.
If you are not curious about your client it will show to them in your conversations. Our sales world is way too full of people that simply want to “tell you all about MY stuff”. And our clients know that and until you prove that you are different and provide value that they acknowledge you will be stuck in the short loop chat routine, going nowhere.
So, here is an idea… be curious about what unique outcomes your “stuff” can create with your client. Put your “stuff” value into their terms. This too will take some specific client prep work. So just do it! Dig in, find out what business challenges your client is facing, build some solutions to that, create some conversation simulations around the curiosity of how to communicate the value… and get it done!
All of this is a continuation of the grand theme of making the world a better place by serving. And of course, it looks like this…
SERVE endlessly, with
And, have a little fun while you are creating massive amounts of curiosity.
OK, LET’s ROLL!