We have heard it all: a good salesperson needs to be enthusiastic, convinced about his product, persistant, caring, honest, passionate, dedicated, etc. etc… And he must be able to listen too!

All these qualities are definitely needed and vital to succeed. But today there is one quality required, more than any other. Without that one, you will fail to create the desire to buy…

That quality is: curiosity!

Look up the word in a good dictionary: you will find out that the first definition of “curiosity” is INTEREST. Great salespeople are curious, they are interested. They want to know so many things about their customers or patients, about their need of course, but more importantly, about their personal desires, fears, concerns. They want to find out what makes the patient “go in life“. They want to find out all about them. They also want to know all about their past good and/or bad experiences with similar products or services.

In my research and evaluation of all these great salespeople, this is the ONE quality that I found. This is THE difference that I could detect between most salespeople and the great ones!

Great salespeople are curious. They want to know. They do not try to bombard the customer or patient with arguments. They try to find out 1) “who is this person I am treating”, 2) “what are his problems, concerns, and what does he like?”;  3) “what are his desires, concerns or fears, related to the subject of my product/service?“.

As a matter of facts, if you should remember one thing about this article, remember this: the more you know, the more you sell. It is not “the more I talk the more I sell”, as many of us have been educated into believing. Consider this: on average, a salesperson will ask 5 to 8 questions before starting to talk and argue (about his product). An observation of successful salespeople revealed that they would ask up to 5 times as many questions, before presenting and arguing about their product. They are genuinely interested.

So you could put up a list of questions that would help you answer this one: “What do I want to know from this patient?” Once you work with that attitude, you will see a big change in your profession – as well as in your life. You will soon realize that “one is as successful as he can grant importance to others”.

And for your patients, guess who the most important person on this planet is?

Patrick V. Valtin,
Patrick@NewEraSelling.com

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