Jake Burhans argues that genuine caring and authentic curiosity close more deals than any tactic. Buyers detect BS instantly. When you ask sincere questions and actually care about their situation, they trust you, refer you, and refuse competing offers.
Listen up, okay? You want to close deals? You gotta care. You gotta be genuinely curious, and you cannot fake caring. You can't. You can't fake being genuine, and you can't fake your curiosity. But in order to get deals done, those are the two things that you need to have. You need to actually care about the other person and actually be curious about their situation. If you can do that, you will have such good quality conversations and get so many more deals done. They'll be talking to other people, they won't even want to do business with other people. They'll be like, John, he is my guy. Tom, he is my guy. Sarah, she is my woman for this deal. And they'll be getting other calls and they'll say no to these other people because they like how professional and trustworthy and genuine you were on the call. People have incredible BS indicators, just realize that. And show up for these calls with genuine curiosity and a genuine care for their situation, and that'll take you very, very far.
