Part of your sales process may involve making a presentation to an audience made up of prospects who, at best, are neutral. At worst, some of these people will be hostile to what they think you are going to say.
Please don’t confuse this article as just a tribute to the late, great Wilt Chamberlain. Rather, it’s a commentary on setting standards, breaking records, and the ability to have so much skill that the rules are changed to level the playing field.
Have your made your prospect curious enough to learn more about what you’re selling? If not, read more on how to employ the ‘curiosity gap.’
A study published by researchers at the Oregon State University’s College of Business points to the importance of using personality tests to screen candidates for diversive curiosity traits.