LinkedIn Poll (CONT’D FROM PAGE 20)
buyers – especially Millennials and Gen-Z decision makers – have already done their research before they talk to you. They’ve read your website, checked out your com- petitors, and probably know as much about your product features as you do. What they can’t get from Google is someone who asks thoughtful questions about their spe- cific situation and helps them think through implications they haven’t considered.
question. The salespeople who understand this – who are naturally driven to keep asking – are the ones who consis- tently outperform their peers. How Curiosity Changes Everything When you approach selling with genuine intellectual curi- osity, everything changes: Your prospecting improves because you’re research- ing prospects to understand their world, not just to find contact information. Your conversations get deeper because you’re asking follow-up questions instead of jumping to your next talking point. Your presentations become relevant because you ac- tually understand what matters to this specific prospect. Your proposals address real needs because you’ve un- covered the problems that keep your prospects awake at night. Your follow-up creates value because you’re sharing insights and resources, not just checking in. None of this requires being a former athlete, a natu- ral performer, or a technical expert. It just requires being genuinely interested in understanding your prospect’s sit- uation. The Generational Reality Check This focus on curiosity becomes even more critical when you consider today’s buying environment. Modern B2B
The old-school approach of launching into a polished presentation is going to lose every time to the curious salesperson who helps them discover new angles on their challenges. The Questions That Actually Matter Intellectually curious salespeople ask different questions:
CONTINUED ON PAGE 24
22 January 19, 2026
www.boardconvertingnews.com
Made with FlippingBook - professional solution for displaying marketing and sales documents online