Tell Me More….

Sometimes the best question is not a question….

“TELL ME MORE” is not a question but an invitation to talk. It comes from a place of curiosity which is the ideal mental default for everyone working in sales or service.

However, it is not the natural default.

For example…
👉 If a customer says ‘I want to buy X’, the instinctive human first reaction is for the dollar signs to flash before our eyes and to move them to a close as quickly as possible.
👉 If they say our price is too high, the natural human instinct is to justify or defend.
👉 Or if they make a complaint, our emotions get hooked and our instant reaction is to feel uncomfortable and try to take the pain away as soon as we can.

“TELL ME MORE” starts a dialogue.

✅ It shows we are interested in the other person’s situation and opinion. Additional questions will naturally flow from this ‘curiosity’ mindset.
✅ It allows our emotions to settle down so we end up responding from our ‘Second Reaction’ – a position of clarity not clouded by unhelpful instincts.
✅ It leads us to uncovering vital new information that helps shape a more effective response than we would have come up with if we had instantly reacted.

It is a simple, effective addition to anyone’s conversational kitbag. If it’s not in yours, add it now 😉