The essential virtue of curiosity
Some people are born curious. They always want to know how, why, who, when & what? And why not? And what if?
Curious people make great salespeople.
This is because they demonstrate the 2 characteristics of great salespeople:
- They ask the right questions
- They listen to the answers.
Clients love curious people, because they ask great questions which force the client to think. Then they help the client talk through the issues raised. Which makes the questioner be more like a valued consultant than a salesman - or even a lawyer.
Lawyers are trained to gain deep specialism in a narrow field. They ask questions in this narrow field to get the information necessary to do great legal work. As a result, however, they often miss joining-the-dots. They feel awkward asking questions outside their legal expertise, lest the client is offended or baulks at the question.
Too many fail to engage with their client's business, which is a shame, because clients love talking about their business.
"Knowledge speaks but wisdom listens" Jimi Hendrix