Wednesday, January 30, 2008

Too Much Certainty Kills Curiosity - and Costs You Money!

I was reading Bill Caskey's blog and came across this intriguing post. We often encourage you to research and educate yourself to become an expert in your field, and while this is very important, there is a point when too much confidence can become a deal-breaker. This story from Caskey will definitely make you think about how you position yourself:

Last month I was giving a sales training seminar, and one of the participants voiced his opinion on how he does something in the sales process. He was actually saying all the right things, but the "way" he said it turned other people in the room off a little.

I got to thinking about what he said and was curious about why that had such an effect on people; I determined that certainty kills curiosity. Whenever I hear someone say, "This is how I do it and it's always worked," they almost certainly have killed themselves off from being curious about other ways to do it better. You've heard the saying, "only fools are positive." To me, that is exactly what happens when you are so sure of yourself that you are not open to other ways to improve your results.

As you think about your sales approach to prospects and clients, be careful that you don't "have all the answers and don't need more input," because you may be cutting yourself off from one easy tactic that can monumentally affect your business.

Bill Caskey is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and executives for over 19 years, and his philosophies and strategies have fueled explosive growth in sales and profits for clients. Visit his website at
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