We all sell. Whether it’s a new car to a customer, an idea to our spouse, Girl Scout cookies as a 7-year old. We are all always selling.

So what makes a great sales person?

Salespeople need charisma. That’s what I’ve heard. But I’ve also coached sales people for more than 10 years. The successful ones are all alike, but it isn’t because of their charisma. It’s their curiosity.

Charisma can breed admiration and desire for a relationship, but it also wears thin shortly after.

Curiosity on the other hand is the most powerful sales tool you can find. Curiosity about the buyer will lead to a conversation about the buyers favorite topic - themselves. Curiosity helps you understand the other person. It leads to the discovery of connections and builds a solid relationship. And eventually, it uncovers the needs that lead you to a sale.

Charisma may get you a sale, but it will be a quick sale on a weak foundation, one that can easily lead to buyer’s remorse and few future sales.

Curiosity gives you a sale with a strong relationship that opens up all kinds of future opportunities. So be patient. Ask great questions. Care about the answers. The sales will come.