What we do in sales is not complicated

What we do in sales is not complicated.

Many years ago, the late Anthony Bourdain was asked how he connected with people from all cultures in every corner of the world in order to learn about them and their stories. He said:

“What I do is not complicated.

Any stranger who shows an honest curiosity about what the locals think is the best food is going to be welcomed.

When you eat their food, and you seem happy, people sitting around a table open up and interesting things happen.”

Think about this in the context of what we do as sellers.

If you meet a new prospect and default to the rote, uninterested interrogation of them with your list of scripted questions, then that door will be closed to you.

If you meet a new prospect and show an honest curiosity in them, and the things that are most important to them, then you will be welcomed.

And, when the prospect responds to your curiosity, opens up and talks about the things that are most important to them, then interesting, unexpected things happen.

What we do is not complicated.

We find the story in every one of our buyers.

And prepare for the unexpected.

The unexpected is the key.

If you’re listening only to hear the stories you expect to hear, then, oh, the interesting opportunities you will lose.

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