What Is Selling Through Curiosity™and Why Does It Work?
Most sales training teaches reps what to say. Selling Through Curiosity™ teaches them what to ask. The methodology replaces scripted pitches with a curiosity-based approach to uncover what’s actually driving the customer’s decision.
Teams that adopt the methodology qualify deals earlier, have discovery calls that produce real insight, and build presentations and demos that align directly to the customer’s highest priorities. The result is stronger pipeline quality and fewer late-stage deals lost.
What Will Your Teams LearnAcross the 6 Session Program?
The program is delivered across six live sessions with breakout role-plays and real-time coaching. It’s built for B2B sales teams of any size. The methodology has been refined over 30 years and delivered to tens of thousands of salespeople. Ira Bernstein is the only Master Trained Facilitator and leads every session himself.
- Prospecting
- How do we effectively build pipeline?
- How do we maximize our effectiveness when doing any kind of prospecting?
- How do we set more qualified appointments at higher levels within a prospect’s organization?
- Discovery
- How do we get our customer-facing teams to be more curious?
- What are the most effective ways to get a customer to engage?
- What are the best questions to ask to truly understand a customer?
- Qualification
- What makes up the infamous "qualified opportunity"?
- How do we know if an opportunity is real?
- How do we quickly qualify an opportunity in or out of our pipeline?
- How do we reduce “no decision” through effective qualification?
- What are the categories of qualification that work best for go-to-market?
- Effective Note Taking
- What are the most effective ways to take meaningful notes?
- How do we create a common way to talk about our customers?
- What do we need in our notes to systematically customize our presentations and demonstrations?
- How can we use note-taking skills to accelerate our sales process?
- Objection Handling
- How do we apply curiosity to all objections?
- What does a simplified objection handling process look like?
- How do we all become more confident and comfortable in dealing with the toughest objections?
- Decision-Making Process
- How do we understand every step of the customer’s complete decision-making process early in our sales cycle?
- What are the right questions we must ask to eliminate surprises and map out how they will buy from us?
- Advanced Questioning
- How do we identify the customer’s highest-priority business problems?
- How do we get the customer to quantify their business pain?
- How would they describe the measurable value of our solutions?
- What data do we need to collect to be able to customize our solution to the specific needs of the customer?
- Customized Presentations
- How do we map our solution to the exact requirements of the customer?
- How do we get the customer to draw the conclusion that we are their ideal solution?
- What are the best ways to use customer vernacular in custom presentations and demonstrations?
- How do we create competitive advantage through customization?
- Mutual Close Plans
- How do we drive a value-based conversation with our customers all the time?
- What are the best ways to use the customer’s vernacular and their decision-making process to better control our sales cycle?
- Negotiating
- How do we become comfortable in negotiating?
- What are the best practices around using curiosity to negotiate more effectively?
- What are our gives and gets that allow us to reduce discounting while closing deals faster?
- Closing
- What are the most effective closing mindsets and tactics that will allow deals to close sooner and more predictably?
- How do we become comfortable asking the “hard” questions?
- How do we use curiosity to always get a “yes” or learn what’s in the way of a “yes”?
- Relationship Building
- How do we build relationships in days and weeks that normally take months, quarters, or years?
- How do we quickly differentiate ourselves from the competition?
- What are the easy-to-implement tactics that will have a customer wanting to give us all the business?
RAMPT Offers the Selling Through Curiosity™Program in 2 Formats
SINGLE COMPANY CUSTOM WORKSHOPS
Built around your business. We interview your stakeholders, study your sales process, and create scenarios your team will actually face. Best for companies that need the methodology shaped to your business, deal complexity, or multi-geo/multi-product sales org.
QUARTERLY LIVE VIRTUAL WORKSHOPS
The full Selling Through Curiosity™ curriculum delivered in live sessions with role-plays, breakout practice, and real-time coaching. Same proven methodology, open enrollment. Best for teams of 5- 30 that want to start quickly without the complexity.
Curious which workshop isright for your team?
Ira Bernstein is the only Master Trained Facilitator of the Selling Through Curiosity™ program. He learns your business, leads every session himself, and recommends the format that fits your team’s challenges.
Book a call with Ira Bernstein to determine whether the methodology fits your team’s challenges. We’ll assess your situation, confirm fit, and recommend a path forward.