Be Curious, Not Judgmental

Be Curious, Not Judgmental. Walt Whitman

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BARBECUE SAUCE! This is the kind of person and sales professionals you want to be, talking to your prospects, representing yourself  and building out your pipeline. You work hard, you learn, become more efficient, and ultimately solve problems — both for yourselves and for the merchant. Are you curious to discover just how curious you are? No judgements here.

Here are the 7 signs of curiosity, and why they matter in sales. 

1.  You love to learn.
Curious people tend to be avid learners. In the world of sales, learning from what worked and what didn’t in a variety of scenarios is important to continuously refining your process. Whether it’s the style of prospecting you’ve  adopted, the subject line you use in emails, or the script you follow when going through a demonstration, curious salespeople want to experiment, learn, and optimize. Being curious means having an active mind. You’re not satisfied until you learn all you can about your process, and have the requisite data to start doubling down on what works and forgetting about what doesn’t.

2. You live to solve problems.
Every merchant has a need. It’s important to remember that whenever someone enters a sales process, they’re doing it because they want to improve on something. If you’re curious, you love this: You want to know their goals, how they plan to get there, and how you can help.It’s a sign you’re curious if you think about a customer’s success as if it was your own. How do you get them to where they want to be? What strategies can you develop together to bring their goals within reach?

3. Questions don’t scare you.
Curious sales people embrace questions. When approaching someone new, curious people aren’t afraid to ask questions and solicit feedback that they think will make them better. If you can learn from it, you’ll embrace that initial awkward moment and take in the information.The same principle applies when you’re making a sale. Some questions and follow-ups can be awkward. But curious folks don’t shy away. They welcome uncomfortable moments and embrace the idea of learning something new. After some practice, these salespeople  become familiar with the unfamiliar. And this is a huge advantage for anyone in sales, as unfamiliar moments are the rule, not the exception.

4. You’ll talk about anything.
Studies have proven time and time again that maintaining a healthy level of curiosity about different viewpoints enables people to more easily form and maintain social relationships. Curious folks are often above-average listeners and conversationalists.In sales, being a great listener and conversationalist goes a long way. Leading sales reps are no longer cold calling prospects. Instead, they’re offering assistance and building a relationship. They focus on the person they’re connecting with, and talk about what they’re interested in, struggling with, and aspiring to.

5. Virtually nothing bores you.
Curious salespeople are always investigating something new and as a result are constantly building knowledge. No matter the situation, they can find something interesting to explore.In sales, curious salespeople tend to maintain high activity levels and discover interesting facts about their prospects. While others are procrastinating or putting off talking to the “same old” buyers, these  curious salespeople are reading books, and learning new methodologies.

6. You question everything.
Why should you settle? I want to encourage you to create a culture where every practice is questioned.  emphasizes the importance of questions in order for you to “innovate, adapt to change, and maintain an edge in fast-moving, competitive markets.”Curious sales folks aren’t afraid to question old tactics, and this helps them continuously optimize their practices, messaging, and habits.

7.You don’t mind extra hours.
Curious people want to figure stuff out. When something piques their interest, they stick around until they discover more about the issue, or get to the bottom of the problem. And if the resolution won’t be uncovered for an hour or two after 5 p.m. rolls around, curious people settle in for the long haul — with a smile on their face.

Truly curious salespeople are always thinking of new ways to grow themselves as well as the merchants they work so hard to get.
In what ways do you use curiosity to prospect and grow your business?

Happy Selling, 

David