In sales, the person who has the solutions has the power. And what we ask is infinitely more powerful than what we say in sales situations, as salespersons are usually placed on the low trust end of the scale. When you want to dig in and get to know the buyer, it’s a good strategy to use questions to get them talking. I think the magic always happens when the other person is talking and the secret to unlocking other people is to be interested in them and not your verbal vomit.

Our job as sales professionals is to go out and create some curiosity and interest without doing dumb things like spamming buyers. Life-long learners will remain curious and they never settle on thinking that they know it all – and that’s what sets them apart. As sales professionals we need to start conversations and get business meetings. Invest in yourself, take what you have right now and make the best of it. Contact me via e-mail to book a 1:1 session in October.