In recent years, there has been much focus on the importance of emotional intelligence, also called emotional quotient (EQ), in understanding what makes salespeople successful. By now, you probably know that the higher your EQ, the better. Curiosity is a huge part of your overall emotional intelligence and the best salespeople actually use their curious quotient as a professional game changer. Here’s how you can build your curiosity quotient to skyrocket to success.
“CQ is a real differentiator with A players! They clean their minds of all biases, and focus on listening to the answers which helps to craft the path of the partnership that may or may not be formed. Broad open ended questions create an environment of collaboration. This is a process that cannot be rushed, and it may add a few minutes to the “discovery” but it will create the best win-win outcome in the end!” says Sharon Tsao, CAO & EVP Sales, Marketing & Accounting at Contemporary Staffing Solutions.
Why Curiosity Matters In Sales
Curiosity is important in sales because it can drive your ability to make new connections. The more engaged you are with prospects and the more you ask questions; the more you’ll learn about the person you’re working with and the company they work for. Curiosity can also be a major motivator. People who aren’t curious back off prospects when things start to move slowly or they sense pushback. People with a high curious quotient want to know “why,” which makes them more likely to continue to pick up the phone to try and uncover and overcome a prospect’s objections.
A high curious quotient also guarantees you’re always learning something new, which helps build your expertise in your industry. Prospects want to do business with people who are true experts, and a high level of curiosity helps you build your expertise over time, allowing you to develop creative solutions to your prospects’ problems.
The Roadblocks to A High Curiosity Quotient
Curiosity is a part of a person’s unique personality. Some people are just more naturally more curious than others. However, with practice, anyone can become a more curious person. The roadblocks to curiosity are things like fear of failure, social pressure and anxiety. People become afraid of looking silly or rude, or falling flat on their face, so they stifle their curious urges.
However, it’s important to remember that it is often situations in which we feel the deepest anxiety or fear that turn out to be extremely positive. Think about a time when you found yourself overcome with fear or nervousness about trying something new. New jobs, meeting new people, travel to new places are all common experiences that create anxiety. What happened when you “got over yourself” and gave it a try? Odds are the experience wasn’t nearly as bad as you made it out in your head, and you likely ended up learning and growing as a result.
How to Up Your Curious Quotient
The key to tapping into your curiosity and allowing it to win out over fear and anxiety is to shift your negative expectations into positive expectations. If, for example, you’re scared of pursuing a “big fish” prospect because you’ve heard the chew up salespeople and spit them out, shift your thinking. Focus on the fact that you’ll make new connections, learn more about a business, and you may actually land the deal. When you can step away from anxiety and negativity and frame situations in the positive, you’ll be able to tap into your natural curiosity and overcome roadblocks to success.
Are you looking for naturally curious, rock-star salespeople for your national team? The expert sales recruiters at Contemporary Staffing Solutions CSS are here to help. Whether you need to attract and retain top sales talent, or you are looking for advice on how to manage them for success, contact CSS ProSearch today.