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Sales Training - Be Curious

May 27, 2012 | Comments: 0 | Views: 177

Curiosity is a natural characteristic of top sales people. If you are naturally curious and are a sales person you have an advantage. If you are not a curious person by nature, you can and should develop that part of your personality. When you are curious, you show more interest in things...including your prospects.

· Why did they contact us?

· What's this person's role in the company?

· How much money can they allocate for my product?

· Will they move quickly?

· What are my chances of getting the deal?

That last bullet is what separates top sales people from the average. The top sales person wants to know very quickly if this account is where they should spend time. Their curiosity helps them "cut to the chase."

A curious mind is an engaging mind and one that helps you build rapport.

"Patrick, you said you have only been on the job three months. What made you switch companies?"

"Gavin, I was really excited to see your construction company featured in the news. What were the key things you did that helped you be so successful?"

"Nicole, your book publishing company had a huge upturn this June and July. What is so different about summer in the book publishing business?"

Turn your innate curiosity toward your prospects and customers and watch your business relationships flourish. If you're thinking, I really don't care that much about their business, outside interests or their personal lives, then unfortunately your clients will not care that much about you. As the saying goes, it takes two to tango. Here are a few ideas to help cultivate the Curious George (or Georgette) in you:

· Get a hobby and really dive in. Learn as much as you can about whatever it is.

· Get together with people who have the same interest. Talking about your interests leads to new questions and ideas.

· Read books about things you have even the slightest interest. It can spark new ideas that will make you curious about related topics.

Sales Homework -List three more actions you can take this week to develop your curiosity. Curiously, it will help you build better business relationships!

1.______________________________________________________________________

2.______________________________________________________________________

3.______________________________________________________________________

Sales Managers - A lot of sales managers roll their eyes when their top sales people continually ask questions. So long as they are on target, do not discourage this behavior. There's a rock star buried under those questions.

My sales training course, How to be a Professional Salesperson, will teach you everything you need to earn more commissions than you ever have. http://www.training.sales-getters.com

Source: EzineArticles
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