By Tibor Shanto
Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Most point to a more prepared rep who takes an interest in their success. Most salespeople don’t recognize that the decision-makers are so underwhelmed by the experience they’re in no hurry to continue. Buyers are tired of questions that just scratch the surface, demonstrating no knowledge or curiosity about their business. Sellers need to recognize that urgency is a result of engagement, and the questions they are asking are just not engaging. The cure is curiosity, the kind of curiosity that allows you to be direct, ask questions that force them to think. Once they are engaged, they will want to do things faster.
Curiosity may have killed the cat, but we are sales professionals