Tips For 2025 | Curiosity = Connection: The Importance Of Asking The Correct Questions

Having moved firmly away from the transactional times of the post-COVID boom, our customers in 2025 are exhausted and need to know that we genuinely care about them. How can you possibly care if you are doing all of the talking and none of the listening? We have to recognize the importance of a genuine connection with our customers, which stems from curiosity and asking the right questions throughout the sales process. Being truly interested in our customers not only gives you an understanding of their needs, which will help you create more sales, but it also enhances the experience for the buyer because you are proving that you are interested in them personally and not just giving the same old sales pitch to everyone.

For example, Imagine having a customer who shared that they just got engaged, and you reply by asking whether they want a one or two-story home. Say what! You would be perceived (deservedly) as an uncaring brute! Instead, we should be excited for them and probably gush with many questions such as how they met, how long they dated, and where and when they will be getting married. This is the normal human reaction and one that will connect you immediately.

Let’s explore simple ways to keep us focused with questions, not sales pitches.

1) Master the “Seven Magical Open-Ended Discovery Questions” at the beginning to help you connect and close effectively.

2) Chunk or paraphrase at the end of your discovery, model demo, and especially at the closing table to prove you are listening and connecting. “So, if I hear you correctly... "

3) Ask, Share, and Close. For example, in community sales, at a map of your location, ask salient questions such as “Where are you moving from?” “What location features are important to you?” Then, share the relevant information and place a nice, tidy closing bow at the end by getting the commitment that they could see themselves enjoying the area.

4) FBI = Features, Benefits, Involvement. Since the average human can only focus for eight seconds, we have to remember to cap every feature with a benefit and then have the courage to check in and find out how they feel about what you have been sharing.

5) Go three questions deep on important topics such as family, work, hobbies, pets, location, builder, home needs, and more. Your customers will appreciate your sincere interest in them and their well-being.

The Ritz Carlton motto “We are Ladies and Gentlemen serving Ladies and Gentlemen” has always been fitting. Let’s evolve this for 2025 into:

“We are kind, gracious human beings, serving and connecting with our customers with the goal of enriching and improving the lives of all we meet. ”