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Have you been in the same sales territory for so long that you think you know everything? This week on "The Selling Podcast," Mike and Scott (and Bob A. Ganoosh, the technical guy) tackle a critical issue for seasoned reps: how to maintain genuine curiosity when calling on the same accounts for years. They argue that assuming you have all the answers is a fatal mistake that kills deals.

They break down three essential, actionable strategies to refresh your mindset, deepen your customer relationships, and keep your pipeline flowing:

1. Approach Every Meeting Like It's Your First: Forget what you think you know. Go in with humility and genuine curiosity, asking open-ended questions (the power questions like "how" and "why") to get to the root of your customer's current situation. Scott shares a humorous story about his standardized first date approach to highlight controlling the "controllables" while maintaining focus on the person.
2. Keep Learning Outside Your Lane: To connect with a broader range of customers, you need more than just deep product knowledge. Mike and Scott advocate for expanding your interests outside your industry (like welding or pet grooming) to gain crossover knowledge and depth. The rule: The more you understand their reality, the better you can serve it.
3. Reflect After Every Call (Deconstruct the Meeting): Don't let your brain forget crucial details! Take two minutes immediately after every meeting to deconstruct the conversation. Ask yourself: What did I learn? What do I still not know? and most critically, What should I ask the customer next time? This reflection process forces planning, provides continuity for the customer, and helps build evidence of success.

Tune in to discover how injecting genuine curiosity can revitalize your sales approach and transform long-term client relationships.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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