Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is just where you want your prospect to be in at the beginning of your sales talk.

The approach includes everything that takes place from the time the salesman meets the prospect until the salesman begins their first selling talk, or until the salesman enters the second phase of selling, which is interest.

At this point the prospect has not been told much about your proposition. This is your chance to make them curious enough to want to know more.

Curiosity can be aroused in a person in many ways.

You walk into a department store to find people crowded around a table looking at something. Out of curiosity you go over to the table to see what they are looking at. It's a new model of DVD player. If you're interested in a new DVD player you will want to know all about how this one works. If it does everything you want in a DVD player this may stimulate the desire in you to want to own it, thereby, leading you to make the decision to take the necessary actions to buy it.

Your potential customer is no different than you in this regard.

Or you see someone looking down the street. Out of curiosity you began looking down the street too to see just what has captured their attention.

A stranger comes up to you on a sidewalk. Two questions immediately come to mind. "Who is he?" "What does he want?"

A salesman telephones the manager of a store and tells them they have a brand new product that is being introduced in the area. Of course the details are far too many to go over on the telephone, so the salesman makes an appointment to demonstrate the item to the manager. The manager is automatically curious about just what this gizmo is and how it works. The first step of the selling process has already started in the mind of the store manager.

You see a man run out of a bank holding two giant moneybags and jump into a car and speed away. Soon after, you hear a police siren. You are not curious about why the police is chasing behind the car, but you may be interested in the outcome. We are not curious about things we already know and understand.

Without curiosity you cannot get the prospect interested in your proposition. Without interest, the prospect will not care anything about your claims. If you cannot convince your prospect that they will benefit from your offer, you cannot create the desire in them to want to own it. You will not be able to get the prospect to make a buying decision and take action.

It is also important for you to implant a favorable personal impression of you in your prospect's mind because even if your prospect is curious about your proposition, they will have little or no interest in having that curiosity satisfied by you, if they are repulsed by your behavior. On the other hand, if you present yourself in a favorable manor, it will strengthen the curiosity for your proposal and open the door to interest.

You must pay close attention to your prospect after getting the prospect curious about your proposition. When you have piqued the curiosity of the prospect, don't continue along this line for an extended period of time. You will exhaust the prospect's curiosity and the first stage of the selling process will fall flat and it will have to be started all over again. After creating curiosity in the prospect's mind, you should move on to the rest of the stages of the principles of the selling process.

Just remember, the first 15 seconds of your approach, that of creating curiosity in the prospect's mind, are the most important. If this is not established the rest of your sales talk will be meaningless. So you can see the necessity of making a good strong opening statement, thereby getting the prospect curious about your proposition, so they will want to know more about your offer. It is also important to leave a favorable personal impression in your prospects mind.

Copyright © 2005 Gloria Whitehorn-All rights reserved

About the Author:

Gloria is an article writer, business owner, author of two books, salesperson and seasoned mail order pro. Visit her site for information on a great part-time, full-time-anytime business. She knows what she's talking about.

http://www.dovemang.com

*Attn: Ezine Editors/Site owners*
You have permission to reprint this article in your ezine or on your website as long as you print the complete article and leave all the links and resource box in place. You cannot modify the content in any way.

---

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

5 Powerful Tips To Persuasion!

Having excellent persuasion skills is one of the most important... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Unlocking the Myth of Hypnotic Communication

Unquestionably when the word hypnosis pops-up in a conversation or... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

How To Write A Solution - Savvy Sales Letter to To Get Clients

Too many sales letters are shaped into paper airplanes and... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that... Read More

Sales Marketing: 10 Explosive Strategies To Amplify Your Sales

Marketing is a skill. Once you master it, you can... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

Do You Know the Emotion Behind the Objection?

Prospects have many reasons (you might think excuses) for not... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Sales Predator Or Professional Sales Rep

From a customer's perception, it's easy for a salesperson to... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

How to Use Humor to Increase Sales

Using cartoons can help brand your marketing and drive home... Read More

How To Improve Your Sales Skills

One of the biggest problems for many business owners is... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Resistance Training for Sales People

What was the quickest rejection you ever got? 2 minutes... Read More

How to Reduce Sales Resistance

Sales resistance is a fact of life for most sales... Read More