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.

---

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

Resistance Training for Sales People

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

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

Small Business Computer Consulting Freeloaders? and How to Avoid Them

If you've been in the small business computer consulting industry... Read More

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

Why Sales People Are Creating Their Own Objections

I'm about to reveal the biggest secret to growing any... Read More

The Canned Sales Pitch Myth

Canned or scripted sales approaches are rarely successful, because one... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

Just Ask

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

How to Sell to the Devils Advocate

There is a car commercial running were a husband is... Read More

10 Power-Packed Ways To Spark Your Sales

1. Spend money on targeted advertising instead of mass media... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

Less is More: Quick Tips to Improve Your Sales

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

Sales: The Secrets Of Super Salesmanship Exposed

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

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Five Tips To Increase Your Sales

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

3 Tips to Get Clients Now

"I need more clients!" wails Steve, a 32 year old... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

10 Ways To Improve Your Sales

1. Determine your current situation. How are you currently positioned... 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

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

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

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Increase Your Sales in 5 Minutes

Increase your sales-in five minutes. This article is the third... Read More

Make Your Referrals Count

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