Asking Questions That Get You the Answers You Need to Sell Value

Many sales methodologies have covered asking great questions but what drives “great questions?”  The answer is an insatiable sense of curiosity.  Curiosity in sales is often talked about in a “throw-away” manner giving very little instruction or insight into what curiosity actually is, how to actually leverage it in a sales process or how to inspire and arouse curiosity in a sales team.  Cognitive scientist Daniel Willingham notes we are often “so eager to get to the answer that we don’t devote sufficient time to developing the question.” 

Curiosity drives impeccable questions.  Impeccable questions dig deeper into the persona of a prospect before the sale and deeper into the business case during the discovery to better understand the cause and effect relationship between where they are now, where they want to be and how they can get there by saying yes to what you’re selling.  Impeccable questions drive intentional answers that give us the clues we need to know what our prospect values most and what about our product or service can deliver that exact value.  

In this keynote, Theresa challenges the status quo of sales training by making the case that CURIOSITY is in fact the most important skill salespeople need to develop in order to be successful.  Leveraging an insatiable sense of curiosity and a routine of impeccable questioning in research, discovery and even negotiation is the winning component to closing any sale.  

You’ll learn why:

• A sale is never lost in the end of a sales process but lost in the beginning before a rep ever makes a first contact 
• It’s not just about the questions you ask but about an innate ability to translate the meaning and the context to the answers you receive. 
• Learning how to articulate the cause and effect relationship between a prospect’s perception of their problems and the solutions your product offers is the secret sauce to getting more yeses. 
• What you hear and not what you say is the superpower of all selling.  Listen more – close more.

Having spent the past 6 years studying curiosity and the neuroscience that drives human behavior as a result of varying degrees of curiosity, Theresa has applied this science to the process of selling in order to help teams command more confidence and close sales more consistently.

This program can be customized for:

• All channels of Inside and Outside Sales Professionals

• Sales Managers /VP and Directors of Sales

• Associations serving sales organizations

Available as a : 60 or 90 min. Keynote or Virtual Training

Curiosity Won’t Kill You or the Cat! 

Arousing your team’s sense of curiosity to close more sales!

We are each born with a unique capacity for curiosity but somewhere along the line we begin to believe “we know what the answers will be before we’ve even asked the questions.”  It’s at this moment when we begin to make the kind of assumptions that are the Kryptonite to closing sales.  Learning to consistently arouse your rep’s curiosity throughout the sales process from prospecting to sale, enables a deeper understanding of your customers’ business as well as their most expensive, pervasive and urgent needs. In this presentation, you will learn: 

• To understand the 5 dimensions of curiosity which serve as a powerful sales superpower.
• 3 new ways of questioning that has made our clients more than $52M over the last 3 years and how the “need to know” drives human behavior. 
• How to leverage curiosity based, conversational talk-tracks that help your reps Dig In™ with more meaningful questions that unearth what your prospect values most so you can position your product as the only solution they need.

This program can be customized for:

• All Channels of Inside and Outside Sales Professionals
• Sales Managers /VP and Directors of Sales
• Associations serving sales organizations

Available as a : 60 or 90 min. Keynote, Half-Day or Multi-Day Training or Supplemented Online Learning as a Flipped Classroom Facilitation

The Game of 20 Questions Meets Clue – Sales Edition

Curiosity is King, Context is Queen

In this half or full day live workshop, sales teams will be challenged to master the game of asking impeccable questions and winning sales by solving the sales mystery scenarios presented to them throughout the day. 

Live facilitators will act as gatekeepers to the information each team needs to solve the who-done-it of the game. In this competitive but healthy role-play competition, teams will go head to head in live sales scenarios and challenge themselves to diagnose problems, uncover unsaid concerns and objections, win sales as well as lose sales through the quality and depth of their questions and sense of curiosity.

This workshop is a gamified, role-playing, practice session with the focus on asking impeccable pre-qualifying questions, discovery questions, proposal driven clarifications as well as questions that win bigger deals in negotiations. 

This program can be customized for:

• Inside and Outside Sales Professionals 
• Most Appropriate for Full Cycle Account Executives or Enterprise Sales Teams
• Groups up to 20 for Half-Day, 50 for Full-Day or 100 for Multi-Day

Available as Half-Day, Full-Day or Multi-Day Training Workshop, Sales Kick-Off or Team Building Event.