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How we change what others think, feel, believe and do
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How we change what others think, feel, believe and do |
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Curiosity
Disciplines > Sales > Objection-handling > Curiosity Technique | How it works | See also
TechniqueWhen they declare that they do not want to buy from you, act curious. Do not just ask 'Why??', but express a curious interest that says 'how interesting - I wonder why'. Getting the objection out before they leave then gives you one last shot to keep them there. Even if they still leave, it also lets you know why you failed to sell to them today and so improve your sales skills. ExamplesI know you don't want to buy this, but before you go, could you just let me know what your reason was? I was just wondering what led to your decision not to buy this today. Most people really go for this one. I am a little curious as to how you decided otherwise. Did I not explain it clearly enough? Was I a bit too enthusiastic? Sorry, but I just love these.
How it worksBeing curious appeals in part to their child-self, whereby you say 'Wow, isn't that interesting!' and invite them to a game of exploration and discovery. Curiosity also evokes their need for novelty in their life. When you are non-threatening and not in 'closing mode' they may well relent and give you the information you need. See also
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