Everyone has an odd old uncle, and mine might be the weirdest. My uncle jumps around from career to career. He starts some businesses or joins others. Yet one thing is constant. This man will start speaking to you and he could convince you of anything. In one minute, you are talking about life, and two minutes later, he knows your entire life story. One moment he’s talking about the weather or the news and in the next second he’s asking a question that opens a corner of your life you didn’t know existed. You leave any conversation with him, and you know that he knows everything about you. Growing up, it was the weirdest thing, he could easily find out what any grown adult wanted. His secret: questions. He asks questions at every turn. His questions force you to think about what you truly want and need. He says very little about himself unless you pry a few questions into the conversation, and even then, he turns it back on you.
You could talk with him for hours and he would only speak for a few minutes. He listens purposefully with intention. He’s genuinely sincere, and his questions make you think about yourself in a different way. None of his questions feel invasive or prying, yet you quickly tell him everything. He’s attentive, curious and has a skill it understand every person he meets.
Takeaways:
Questions offer such potential to understand someone. They can crack open someone’s true desires, or needs. Sales is designed to fix a need. When we sell things, questions are the greatest tools to pry open what someone needs. When we ask questions, we can help people and sell. So ask questions, pry, dig deep and find what people actually what–through questions. You’ve got this!
taylorjt23 
Bondre24 
wheelerne24
It’s so interesting how questions are what make your uncle so convincing, whereas usually, with the word “convincing,” you imagine a lot of talking and commentary from the person seeking to convince. I read an article about how active listening is what gets you somewhere when speaking with a customer, and I believe that ties into intentionality when speaking with others and using that to build relationships. I think that’s a great insight to have and an excellent perspective to have while building a foundation for how to build relationships as well as how to sell!
This was a great post that highlighted the sales tactic of asking thoughtful questions while also engaging in active listening to uncover buyer needs. I like how you mentioned sincere curiosity, since this builds trust and shows genuine care.