Sales Tip Week: Part Five — Be Constantly Curious

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“Perhaps the easiest and most effective way for a salesperson to differentiate themselves today is to be constantly, insatiably curious.”

–  Steve Heston, in a fundamental truth of the Heston Group Sales Training System

Today, buyers have done a ton of research before they ever engage with us.  The term “buyer beware” has pretty much flipped, and the onus is on the seller to be ready for different questions than they might otherwise field.

Questions.

Professional salespeople today are judged more by the questions they ask than the answers they’ve been taught.  But if those questions are just part of a more current day script, it won’t be the same as if the questions came from someone who was insatiably hungry for the answers.  And from someone who just keeps asking, keeps learning, keeps connecting by working from the inside-out.

Be curious.  It’s a decision.  One worth making.

 

 


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