Be Curious Not Judgmental: Open Minds Close More Deals
Mark Savinson
CEO | Transforming Performance Through Tailored Learning & Change Programs | 100,000+ Professionals Empowered Globally
A lesson from Walt Whitman and Ted Lasso?
Welcome to the final part of my "Sales Success Through Business Acumen" series. If you missed part three—Keep Your Sales Team Ahead of the Curve—find it here .
One of the most memorable quotes from the TV show Ted Lasso is "Be curious, not judgemental". This phrase, originally attributed to the poet Walt Whitman, captures the essence of a positive and open-minded attitude that can benefit anyone, especially salespeople. I would like to explore what it means to be curious and not judgemental in sales, and how it can help you create more value for your customers and yourself.?
Be curious?
Curiosity is the desire to learn or know more about something or someone. It is a key skill for salespeople, as it enables them to ask effective questions, uncover customer needs, generate insights, and build rapport. But being curious is not just about asking questions for the sake of it. It is about asking questions with a genuine interest and care for the answer, and using the knowledge to create reasons to change and solution criteria that make a difference for the customer.?
Some of the benefits of being curious in sales are:?
Not judgemental?
Being judgemental is the opposite of being curious. It is the tendency to form opinions or conclusions about something or someone without sufficient evidence or understanding. It is a common trap for salespeople, as it can lead to assumptions, biases, stereotypes, and prejudices that can harm the sales process and the customer relationship.?
Some of the drawbacks of being judgemental in sales are:?
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How to be curious and not judgemental in sales?
So how can you cultivate a mindset of curiosity and avoid being judgemental in sales? Here are some tips and best practices to follow, depending on your role as a sales executive or a sales manager.?
For sales executives?
For sales managers?
Being curious and not judgemental is a powerful way to improve your sales effectiveness and customer satisfaction. It can help you discover new opportunities, create more value, and build stronger relationships with your customers. It can also help you grow as a professional and as a person, and enjoy your work more. As Walt Whitman and Ted Lasso would say, "Be curious, not judgemental".?
Hi, I'm Mark, CEO of Strategy to Revenue .
I lead a team of content designers, technologists and training leaders building a range of training solutions for individuals, and SMBs and Enterprises that want to get the most from their sales teams.
I'm known for having an opinion about most things in sales—sometimes controversial ones. Ultimately, I like starting conversations and hopefully sharing something of value. Please share your views with me either with a comment or by dropping me a message. ??