Be Curious

Be curious when the prospect says something you don’t understand. Many salespeople say “I don’t know” when they are asked why a prospect responded in a certain way. “I don’t know” doesn’t close deals. In fact, saying “I don’t know” about something a prospect has said is an excellent way to lose a deal. Your prospect has a real pain deep in their mind. Something frustrates them like nothing else does. You have to find what that real pain is. Unfortunately, the prospect isn’t going to say “Here is my real pain.” They are going to hide it from you – either deliberately or subconsciously (perhaps because they don’t know what it is themselves). You have to be curious. You have to ask questions. If a prospect says something odd, that’s an open door to explore deeper into their thought process. You explore by being curious. Ask questions. Find why on earth they just said the thing they said. Curiosity is the first step to asking the right question to get you to the real pain.