“Understanding the emotion of curiosity that drives human behavior and decision-making, engage it to satisfy your buyer’s curiosity.” – Meshell Baker in today’s Tip 1752
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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. Here she is:
Meshell Baker: Today, I’m diving into an intriguing aspect that will revolutionize your sales approach, the Currency of Curiosity. Remember, this is part one of two. You see, the benefits of curiosity aren’t limited to those who are naturally inquisitive. They actually extend deep into your domain of sales. By harnessing curiosity, you will connect more effectively with your potential buyers, driving significant results and reaching your targets.
So I want to begin with some data about the seemingly simple emotion of curiosity. According to research, curiosity increases the activity in the brain, particularly in the areas that are linked to pleasure and reward. There’s a reaction that not only it enhances learning and memory, it also makes the act of discovery rewarding itself. In sales, leveraging this fact means that you make the process of discovering your product or service in physically satisfying for your buyers. We all know what’s rewarded is repeated.
Now, inspiring fact one of three. Understanding curiosity as an emotion. It isn’t just a state of mind. It’s an emotion that’s rooted deeply in the amygdala, the brain region responsible for your most potent feelings, including fear. Neuroscience shows that curiosity, much like fear, can significantly influence your decision-making processes. This is especially true in sales, where understanding and triggering emotional responses can be the key to unlocking buyer’s engagement and loyalty. Remember, by appealing according to your buyer’s innate desire to know more, you are tapping into their fundamental aspect of human psychology.
Inspiring insight number 2. Curiosity is a motivational driver. What sets curiosity apart from other emotions is its unique ability to motivate people, your buyers, to seek out information and make decisions. It acts as a catalyst that compels potential buyers to look for answers actively. As a salesperson, when you can stimulate your buyer’s curiosity, you are effectively guiding them on a journey where the final destination is your product or service. This journey is driven by their genuine desire to fill a knowledge gap, making them more open to what you have to offer. Got to get them curious, folks.
Inspiring insight number 3. Engaging buyers with curiosity. Every business or individual faces challenges they need to overcome. We all have difficulties, challenges, right? A quest to solve problems, which is where the journey of curiosity begins. They know there’s a solution out there, and they are motivated to find it. By identifying that information your potential buyers are curious about, you will position yourself as the key to unlocking that knowledge. Use this opportunity to engage in a meaningful conversation that demonstrate your understanding of their needs and how your product or service provides the solution they are searching for.
Now, if you want to be able to immediately put this knowledge into practice, start your next sales conversation with a question that piques curiosity rather than delivering a straightforward pitch. As I’ve said before, don’t pitch slap people. Pique their curiosity. Ask something that makes the buyer reflect on an unmet need or a potential improvement to their current situation that your product will provide. This approach immediately engages them and sets the stage for a relationship building connection connection rather than a transaction-based interaction.
Stay tuned next week for part two, where I will deliver questions that catalyze or are a catalyst for curiosity. How do you want to move forward with this information today? Understanding the emotion of curiosity that drives human behavior and decision-making, engage it to satisfy your buyer’s curiosity. Remember, the goal is not to make a sale, but to foster a genuine interest in create a memorable experience that keeps buyers coming back. Embrace curiosity and watch your sales effectiveness soar. Catch next week, and I’ll have 10 questions that ignite buyer curiosity.
Remember, curiosity is currency, and it’s time that you start investing. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1752. And make sure you’re subscribed to the podcast so you can hear Part 2 of Meshell’s tip next Monday. Thanks for listening to Part 1!