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Curiosity

 

Disciplines > Sales >  Objection-handling > Curiosity

Technique | How it works | See also

 

Technique

When they declare that they do not want to buy from you, act curious.

Do not just ask 'Why??', but express a curious interest that says 'how interesting - I wonder why'.

Getting the objection out before they leave then gives you one last shot to keep them there.

Even if they still leave, it also lets you know why you failed to sell to them today and so improve your sales skills.

Examples

I know you don't want to buy this, but before you go, could you just let me know what your reason was?

I was just wondering what led to your decision not to buy this today.

Most people really go for this one. I am a little curious as to how you decided otherwise.

Did I not explain it clearly enough?

Was I a bit too enthusiastic? Sorry, but I just love these.

 

How it works

Being curious appeals in part to their child-self, whereby you say 'Wow, isn't that interesting!' and invite them to a game of exploration and discovery.

Curiosity also evokes their need for novelty in their life.

When you are non-threatening and not in 'closing mode' they may well relent and give you the information you need.

See also

Transactional Analysis

Sales Books

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed