How Curiosity is the Engine of Sales Achievement with Tony Jalan

Our guest is my good friend Tony Jalan, an experienced technology sales manager and avid LinkedIn pulse writer. Tony believes that curiosity and resistance cannot coexist. We all know that listening is a necessity for sales success. But far too often sellers think they’re great listeners, but in reality they’re not.

In this episode Tony share the five types of listeners in the selling profession and he makes the case how curiosity is the engine of sales achievement.

5 Types of Listener

Review the following and decide WHICH kind of listener do you think you are? Have you curiosity in sales listening and discovery?

The Token Listener – They ask a question but only pickup 20% of the answer. Sadly they are pretending to listen. They’re more focused on their agenda vs the prospect’s needs and desires.
Frosting Listener – They take the first thing you say and jump on the topic they THINK the prospect cares about. They don’t dig deeper and this leads to them becoming the dumpster sales person! Not a medical doctor who diagnosis the patient. If you listen and be curious, your customer will tell you exactly what they want.
Hard Headed Listener – They hear the prospects message but will not accept the message. There is no curiosity in sales qualification and discovery. Zip, Nada and Zilch.
Doubter Listener – They disagree with everything and anything the prospect says. They are always looking for reasons to be right and where the customer is wrong.
Sincere Listener – They ask How, What, When, Where and Why questioners. This is the kind of listening of master sellers!

Curiosity in sales provides you a motive to deeply understand your prospect. It is the foundation of qualifying a prospect.

Take Action Advice

Be Curious. Curiosity in sales is the engine of achievement. Be curious in regards to your relationships, clients and themselves.

How To Find Tony Jalan

Are you curious regarding sales expert Tony Jalan? You needn’t look any further!

Heartland Payment Systems -Wisconsin Division Manager
https://www.linkedin.com/in/tonyjalan
Leadershipcrew
https://twitter.com/tonyjalan

Join the Sales Babble Facebook Group

Join the other Sales Babblers here and NOW! https://www.facebook.com/groups/salesbabble/

Article on Hiring Millennials for Sales

Focus on purpose when hiring AND selling:

http://www.forbes.com/sites/robertamatuson/2015/02/06/why-you-cant-fill-sales-positions-with-millennials-and-what-you-can-do-to-change-this/#2c764f094d6f

How To Ask Sincere Questions and Listen!

Here are some previous episodes that preach the gospel of listening. Here’s your chance to LISTEN to some more Sales Babble!

Why Can’t I Get a Degree in Sales, an interview with Professor Shawn Green

In this episode we meet with Shawn Green, professor of marketing and sales at Aurora University. We consider the question why colleges and universities don’t teach sales in their business programs. Given that sales is the foundation of all business, you’d think a degree in sales would be a choice. It’s not.

Shawn is one of a select few professors who DO teach sales. He is a strong proponent of providing selling skills that will make students marketable in the job place.

Business School Graduates

Although sales is not integral in many schools business programs, many students enter the sales profession after graduation.

80% marketing graduates will go into sales:

direct sales (usually start inside sales)
sales support

50% of all business administration graduates will go into sales

Companies can easily recoup their investment in new employees by moving them into sales.

Category: Mindset