Sales Skills / Ask Better Questions, Sell More / Lesson 03

LESSON 03 · ASK BETTER QUESTIONS, SELL MORE

Curiosity Is a Sales Skill

Twenty practical ways to treat curiosity as a sales skill, because interested sellers learn what others miss.

Curiosity beats cleverness. Wonder about people and you will understand them.

12 tipsEasy things to say7-day plan

Start with tip 1

Jump to the 7-day plan

12 tips that really help

These ideas come from SPIN Selling (Neil Rackham), Gap Selling (Keenan), The Sandler Rules (David Mattson), and everyday practice. The first six help the most. Pick one and try it today.

TIP 1

Curiosity opens doors

When you truly want to learn about someone’s business, they feel it and share more.

TRY THIS
Start with one real question.

TIP 2

Ask why and how, not only what

Questions that explore reasons and methods reveal motivations behind the facts.

TRY THIS
Add how to your next question.

TIP 3

Be curious about the person too

Their path, pressures and goals matter as much as the business details.

TRY THIS
Ask about their journey.

TIP 4

Approach with a beginner's mind

Pretending you know the answer closes the conversation, while open wonder invites stories.

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Say help me understand.

TIP 5

Follow interesting threads

When a customer mentions something unexpected, ask about it instead of sticking to your script.

TRY THIS
Pick one thread to follow.

TIP 6

Learn their language

Noting the words they use for problems helps you speak in a way they feel at home with.

TRY THIS
Write down three of their phrases.

TIP 7

Read a little before every meeting

A few minutes of research gives you smarter questions and shows effort.

TRY THIS
Check their website for news.

TIP 8

Be curious about what you disagree with

Different views are chances to learn rather than win.

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Ask what led them to think that.

TIP 9

Ask what surprised them

Questions about surprises uncover lessons and hidden needs.

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Try it with a long-term customer.

TIP 10

Keep a curiosity list

A running list of things to learn about your customers guides future questions.

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Add three items today.

TIP 11

Let your interest show in your tone

A warm, eager voice tells people their answers matter.

TRY THIS
Smile as you ask.

TIP 12

Practise outside work

Being curious about neighbours, friends and strangers builds the habit effortlessly.

TRY THIS
Ask one new person a question today.

Easy things to say

When you are stuck, pick one of these. They work in many sales conversations.

WONDER

“I am curious how that decision was made.”

ASK

“What led you to that approach?”

LEARN

“That is interesting. I had not thought of it that way.”

FOLLOW

“How does that affect your team?”

THANKS

“Thank you for explaining.”

SHARE

“What is the most surprising thing you learned?”

Your first week

One small action a day. Each day is only a little bigger than the last.

DAY 1
Ask one question you do not know the answer to

DAY 2
Learn one new fact about a customer

DAY 3
Follow one thread deeper

DAY 4
Read about their industry

DAY 5
Ask “why” once

DAY 6
Note what surprised you

DAY 7
Share what you learned

Further reading

• SPIN Selling (Neil Rackham)
• Gap Selling (Keenan)
• The Sandler Rules (David Mattson)

The tips above are written in our own words and are general guidance. The books are suggestions for further reading.

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These lessons share general learning and everyday ideas. They are not medical or mental health advice. If you feel very anxious, low or unwell, please talk to a doctor or a qualified professional.