Successful Salespeople are Like Children.
As sales professionals, we should be curious like a four-year-old. Most times we are not. When we are not curious, we are often dismissed, at least mentally while demonstrating the good points about our products and services. We do this by talking too much. When we do ask questions, most of them are of a basic nature: “How is it going?” or “What can we do to earn your business?”
Why do children ask so many questions? Any parent knows curiosity and a desire to learn play a big part in their questions. Children’s favorite questions begin with why. Their curiosity about the world around them helps to build concepts, skills, vocabulary, and an understanding of the unknown. Curiosity is a fundamental part of how they learn.
As a salesperson, can you place a value on building your concepts, skills, vocabulary, and understanding of the unknown? Ask entrepreneurs why they decided to start their business. Ask newly-placed executives why they chose the position and company. Ask decision makers why they prefer this but not that. Ask successful businesses what makes them successful. Ask troubled businesses what they see as a challenge.
Before you make your next call, consider your customer or prospect. Make a list of five why questions. Pay attention to the answers. The worst-case scenario is it will be somewhat better than just another sales call. The best-case scenario is discovering what takes you to your next level of success.
Find the business equivalent to the following questions posed by children: Why do cats have fur? Why is the sky blue? Why is there a Leap Year? Why does cutting onions make us cry? Why do we drive on a parkway but park on a driveway?
Embrace Your Youth.