Be Curious and Ask Good Questions!
Being curious, asking questions, and seeking out information is the main way any of us learn anything.
If you remember back to an earlier post “Learn to Sell Like a Kid” I discussed how kids are natural salesmen. It’s their natural curiosity and interest in what’s going on around them that leads them to ask questions, get answers, then ask more questions until they feel they know the answer. Sometimes to the point that they just wear you out. If you know how to explain “how babies are made” to a grandson please let me know.
Maybe it’s easier to think of a curious journalist who always gets the scoop. They are taught to remain curious and to always ask the probing questions to try to find the answers. Only after learning the answers to their questions can they accurately begin to write their story.
Speaking of journalism, remember the 5W’s and 1H. I remember this from Senior English class when asking questions to ask the Who, What, Where, When, Why and How questions.
So why as Account Managers or Sales Professionals are we not always curious about our customers and their business. And why are we reluctant to ask our customers questions that will lead to the answers or solutions we want and need to know?
- Are we sometimes afraid that by asking the questions we will be seen as “prying” to much into their business?
- Or could it be we are afraid if we ask the questions what the answers will be?
- Or possibly worse, we think we know all the answers.
I will suggest that more often than not that by asking good questions you will be seen as someone who really cares about your customer and their business.
Being curious and asking the good hard questions will show that you want to be partner and more than just a supplier.
If you ask a question and get an answer you do not like you should look at this as a bonus. Only when you know the answer can you begin to fix the problem. You may never know until you ask.
By asking good questions you will let your customers know that you care about them and ultimately you will show that you understand their situation and you will help them find the right solutions to their problems.
Lastly, if you ever think you know all the answers then maybe you should go into politics!
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Now let’s get out there and over-deliver!
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