Good Sales Is Structured Curiosity
A short reflection on why relevance beats pressure.
There is a stubborn idea that great salespeople are great talkers. In my experience, the best ones are great noticers. They listen for what is not said. They write things down. They come back next week with something useful.
Sales, at its best, is structured curiosity. A discipline of asking better questions than the competition, and then doing something thoughtful with the answers.
It is not soft. It is the most commercial skill there is.
“Pressure closes one deal. Relevance opens a relationship.”
Read more thoughts.
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