The Gift of the Question.

Every organization, profit or non-profit, seeks ways to increase revenue. We want it fast and consistent. But are you giving your teams the tools to deliver? Do they know what they should learn from a potential customer to determine if they are a fit right now? Many books and blogs have been published, but it all comes down to curiosity. New sellers want to sell, and successful sellers want to learn.

Take my experience as an example. During COVID-19, I impulsively purchased a second home on Long Beach Island, which gave my financial advisor heartburn but brings me joy every sunrise and sunset. Based on my address or social media, you might think I'm an ideal supporter of ocean-related causes. Yet, aside from a single $100 donation, I've never contributed to Clean Ocean Action. How would you learn what is important to me? It's pretty straightforward—ask a few questions.

I cannot tell you how many sales managers have told me that onboarding should include a detailed list of discovery questions. If you are in sales and need someone to give you a list of questions to determine if a potential customer will buy your product or service, your career path will be bumpy. Instead, train your team to understand the problem we solve better than our competition and let them come up with the questions. Need some inspiration? Spend 20 minutes with a kindergartener. Curiosity wins every time.