The Value of Curiosity in Selling
Michael Wilkinson
The Value Sales Expert - Helping Sales Directors/VP's and sales teams understand and communicate customer value and master Value Selling. Supporting thesellercode.org
If you want to stand out from the crowd, try a little curiosity. It's a valuable trait in sales because it can help you understand your customers and their needs in increasingly greater detail. By asking questions and being genuinely interested in learning about them, you gather valuable information to help tailor your sales pitch and better meet the needs of your customers.
I call it "constructive nosiness!" It's all about digging that little bit deeper than other people do, and showing a real and genuine desire to understand the customer and their business. That on its own can be a great way of differentiating yourself from others.
Time for some "constructive nosiness!"
It then helps you to more accurately understand their needs and challenges and allows you to develop much more attractive solutions and persuasive value propositions.
Dig Deep
For example, if you're selling a product or service, you might ask questions about the customer's current situation, their goals, and their pain points. All too often this type of conversation can be quite surface level, failing to understand the real nuances of a situation. Sure, you'll understand the basics, but it's the seller who digs deeper that uncovers the real issues. The key to this is to be genuinely interested in finding out the things that really matter.
You are asking questions because you want to, not because someone told you to.
There is a big difference between the two. Your whole manner and body language will be subtly different - and the customer can tell the difference!
There's no question that genuine curiosity can help you build rapport and establish trust with your customers. By showing interest in the customer and their needs, you create a more personalized and positive sales experience, which can lead to higher customer satisfaction and loyalty.
At a time when many buyers appear happy to have rep free buying experiences (at least they say they do) you need to stand out from the crowd. You need to make sure that the meetings you have with your customers are seen as truly valuable and a useful investment of their time.
Curious? Let's talk!
#curiosity #valueselling #valuechallenge #salestraining #salescoaching
LinkedIn Top Voice. Branding & Marketing Strategist with 25+ years of experience helping businesses grow through digital transformation, social selling, and online strategy. Former banker, LBS graduate, and board member.
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1 年Yes I agree Mike ...if you are genuinely curious you naturally ask questions and listen...And people pick it up that it is genuine. This builds more rapport ...an important ingredient in adding value in my opinion Mike Wilkinson - The Value Selling Expert