"We're just curious”
The best case scenario is meeting a prospect who is open about their need for a solution
Another good scenario is the prospect who says they don’t need any help (you save time)
But the “we’re just curious” prospect is the worst kind..
“We’re just curious to learn a bit more about what it is you guys do!”
The bane of every salesperson's existence lies in that one statement.
The “curious” prospect is the biggest waste of time because you have no idea where they really stand
In sales, we are truth seekers. And “curious” prospects hide the truth. Not by some ill intent but because they are naturally somewhere in the middle.. no man’s land. But that should be a temporary state because we should always be seeking decisions, remember?
WTF does being “curious” even mean?
They could very well be in Pain but they keep their cards close to their chest so as not to give salespeople any leverage
They’re tire kickers
a million other reasons for being “curious”
Which one is it? Who knows? and more importantly, Who cares?
Your job is not to sit there and try to read the prospects mind.. and you don’t need to either.
Getting past “curious”
The only thing that matters is how you move the prospect from “curious” to “Next steps or No”
You do this by clarifying their wishy washy answers and challenging them to make decisions.
Their behavior, not their words, will tell you everything you need to know about their intentions.
Prospect: We’re just curious to learn a bit more about what it is you guys do!
🐲: Oh.. so I get the feeling you’re more curious than committed at this point?
Prospect: Yeah we’re just interested to see what’s out there
🐲: Got it.. so even if you saw something you liked you wouldn’t commit to anything, right?
Prospect: Yeah we’re not ready to make any decisions at this point
🐲: Fair enough, so I guess it’s over then?
NEXT!
If you want to be better prepared for these and many other scenarios then you should check out my course.
Pro tips
I don’t say to challenge prospects because it’s “cool”.. I say it because it is rooted in psychology and is the most efficient way to sell:
Don’t take your role too seriously.. it’s just a game, anon:
Programs & Trainings
The Accelerator
A high intensity 12 week group coaching program. Limited to 10 participants. Through live sessions and active roleplaying, you'll learn how to deeply understand your buyers, ask powerful questions, and be in control of your deals.
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