Why You Should Get Curious During Sales Calls

We make decisions intellectually, but we buy emotionally. I wasn't getting regular reports from my last bookkeeping company. That's why I'm talking to you. That's, that's an intellectual statement. That's not an emotional response. So when somebody says, oh, we're not getting— we weren't getting reports from our other bookkeeping company. So yeah, we wanted to talk to you guys. Here's a great follow-up question, a curious question. Well, so, Lynda, what is it about getting regular reports that's important to you? So here's, here's a couple of things. First of all, what I strongly recommend is don't make assumptions. When you hear a prospect say, oh, we're not getting regular reports, that's why we're talking to you, it's really easy for you, especially being in the business for as long as you have, to go, oh my gosh, regular reports are critical. Absolutely. I totally get that. Yeah, okay, you get that based on your experience and knowledge working with all the clients you've worked with up to this point in time. But what I guarantee you don't know is what it is about regular reports that's important to that individual that you're talking to right now.