If you were traditionally trained as a salesperson like I was, you learned valuable skills. You know the fundamentals. You know how to overcome objections. You know about the “sales pyramid” or “triangle of persuasion” and other long-forgotten theories.
We were taught a rigid process: Do this first, then this, then this.
If you are fretting over the fact that you never received a formal sales education, fear not. You can get just as much accomplished through simple curiosity and a good pair of ears.
By asking someone about their business you can sit and look for opportunities to apply your products and services.
“Tell me about your business.”
“What’s your outlook for 2026?”
“How do customers find you now?”
“What’s your differentiator?”
“Who is your ideal customer?”
The more open-ended questions you lob out there, the better chance you have of someone sharing their business needs. That’s the magic.
Here’s the formula:
- Step 1: Ask.
- Step 2: Listen and nod.
- Step 3: Repeat Step 1.
Everyone’s favorite discussion topic is themselves. As Mel Robbins would say, “Let them”.
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Bill Farquharson can be reached at bill@SalesVault.pro or by phone at 781-934-7036.
