“Whenever you feel like telling them more about your product or service, take a breath and think about a question you can ask that will uncover more about them instead of you telling them more about you.” – Meshell Baker in today’s Tip 1754
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1752: The Currency Of Curiosity (Part 1) – Meshell Baker
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader in this second part of this 2 part series. Here she is:
Meshell Baker: Hello. Let’s get into Part 2 of 2, The Currency of Curiosity. Today, we’re going to take a deeper dive into a couple of compelling facts and spotlight some questions that will activate curiosity. I want you to remember, curiosity is a fundamental tool in sales. When effectively leverage, you’ll establish stronger connections with your buyers, drive significant results, and consistently meet your target. So let’s kick it off with some facts.
Fact one. Curiosity and creativity. Research from the University of California, Davis suggests that curiosity is the significant predictor of creative problem solving. So this means that when your buyers are curious, they will make the connection between your offer and the solution.
Curiosity and learning. A study published in the Journal of Neuron found that curiosity makes learning more enjoyable and effective. When people are curious, their brain increases activity in the reward center, and we know whatever is rewarded is repeated. So they will see you as a solution and think favorably about that solution as a reward.
Fact number three. Curiosity in social relationships. According to social science research, curiosity is essential for building stronger interpersonal relationships. Curious individuals tend to be more empathetic and understanding. Basically, they seek to know more. This enhances communications, fosters deeper connections, which is crucial for creating trust and transactions. Those are your three facts. Now, let’s get into the curious questions.
Question number one. What aspect of your current situation would you most likely like to improve? Now, asking your buyer this will uncover and make impact, allowing them to actually think about where they need the improvements. They’ll tell you exactly what they’re looking for.
Question number two. If you could wave a magic wand and eliminate any hurdles or obstacles you’re currently facing, what would be the first thing to go? So this not only gives them the broad scope of imagining if everything will work in my favor, you also bring them into that first thing, and then you just dive deeper so you can see where there’s an alignment to your offer.
Question number three. How does this challenge affect your day-to-day operations or your quality of life? So this really gets into the thing that may be causing them overwhelmed or the problems, or you actually get to tap and see where there’s some urgency.
Question number four. Looking forward, how would solving this problem change your outlook for the future or your current strategies. Again, this is helping them envision what the problem is and what the solution to help them have a better future. This really taps into emotion the potential for a positive change and helps you to align better.
I’m going to give you question number five. I have many that I could give you. I want to keep it simple so that you can go implement these and make some impact in your results. If there was a way to address this issue, how quickly would you want to implement it? Now, this is actually urgency. You definitely want to always ask and inquire how fast they ready to act. This lets you know if it’s a lead, a prospect, or a potential buyer.
Embrace these tips. Include curiosity. And remember, whenever you feel like telling them more about your product or service, take a breath and think about a question you can ask that will uncover more about them instead of you telling them more about you. Have a great day selling.
Scott Ingram: For more from Meshell, including the link to the first part in these series, just click over to DailySales.Tips/1754. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!