The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outbound sales reps. Alex Burg, who has a consultancy in curiosity quotient selling, focuses on leveraging mutual curiosity. He said isn’t so much the case that sellers aren’t thinking about curiosity, but rather that they are thinking about it too tactically.   Learning about clients Most sales methodologies are a bit too complicated and don’t really require that much detail. Sellers don’t need to write down 27 questions before they sit down with clients. They simply need to learn enough to ask intelligent, informed questions. By demonstrating your curiosity, you built rapport much more quickly. Stephen M.R. Covey wrote a book called Speed of Trust that reports a significant correlation between the development of trust and the pace of decision making. In other words, if you really want to accelerate your sales cycle, build trust. And the fastest way to build trust is