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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 manner, 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 and Dovemang.com All rights reserved About The Author: Gloria Whitehorn is the
owner of several online businesses. She is the author of two books, freelance
writer, business coach and an authority on salesmanship and business
practices. Check out her site that's jam-packed with the exact information
you need to start, build, and grow your very own profitable Internet
business. I highly recommend visiting her website http://www.dovemang.com She
knows what she's talking about.
Subscribe to her free weekly online ezine at http://www.dovemang.com/newsletter *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. |
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