Dead cats
‘‘Three-year-olds, on average, ask their parents about 100 questions a day, every day! However, by the time they are ten to 11 years of age they’ve pretty much stopped asking. Of even greater concern is that by the age of 25, only two percent can think outside the box. Curiosity seldom survives childhood.” Futurelearn.com
Curiosity might have killed the cat, but it’s the lifeblood of an effective salesforce. As the quote above suggests, over time, many of us lose the natural curiosity we had as children, and in the world of professional services, that can be a real blocker to success. People buy emotionally first and then back that purchase up with logic. Here’s the truth: if you aren’t genuinely curious about your customers and their businesses, you’ll miss out on the real opportunities to help them.
In Three Things this week, we explore ways to rekindle your curiosity and supercharge your sales game. Enjoy.
#1. Ask questions you don’t know the answer to
As we get older we tend to limit the questions we ask to “safe” questions – those which we already know the answer to. This fear of the unknown prevents us from exploring new opportunities and finding out new things about our customers.
Instead of sticking to the questions you already know the answers to, challenge yourself to ask something different. For example:
- “What are you trying to achieve over the next 12 months?”
- “What’s the biggest challenge your business is currently facing?”
- “What’s most important to you about this deal, purchase, transaction?”
These questions can unlock deeper insights and uncover opportunities that a typical surface-level conversation wouldn’t reveal.
#2. Engage with enthusiasm
Your customers can tell when you’re truly interested in what they’re saying, and when you’re just going through the motions. Show a genuine passion for their problems and projects. Enthusiasm is contagious—when your customer sees you’re invested in their success, they’re more likely to trust you as a partner who’s ready to help solve their challenges.
A lot of this enthusiasm comes through in a meeting environment not by what you say but in the tone of your voice and the body language you use. A monotone summary of your sales pitch where you look at your notes and avoid eye contact is unlikely to inspire your customer into action. However, a positive and energetic presence in the room (or on the screen) can lift the person you are talking to.
At LINAR, that’s why we don’t do sales calls on a Friday afternoon as your prospect is likely to have had a tough week, is looking to get their stuff sorted ahead of the weekend. Similarly, if you’re not in the right frame of mind for a sales call, better to reschedule rather than provide a lacklustre performance.
#3. Get comfortable being uncomfortable
In our experience, one of the most difficult phrases to master in the world of professional services is:
“I don’t know”
Three (there’s always three 😉) pretty small and innocuous words that strike fear into lawyers, accounts and engineers alike. Why? Because their training has likely instilled in them a feeling that they need to have all the answers.
Sales is different. In our experience, the very best sales conversations come from not knowing. Embrace the unknown, and don’t be afraid to say, “That’s interesting! Can you tell me more about that?” By being open to learning, you’ll uncover far more potential business opportunities than if you stick to the script.
Curiosity is also as important internally as it is externally. Spend time with your colleagues within your business and get to know what they do. Then, when you’re asked by a customer for a recommendation on a service that isn’t in your wheelhouse, you’ll feel much more comfortable introducing your colleagues as a subject matter expert in their area.
Curiosity doesn’t just lead to better conversations—it leads to better outcomes. Get curious today and watch how it transforms your customer relationships.
