The Curiosity Technique: Replace Argument with Questions

The moment you start arguing with a prospect, you've lost. Here's what to do instead.

Why Arguments Fail

When you argue, you trigger the prospect's defense mechanisms:

**Result**: Even if you "win" the argument, you lose the sale.

The Power of Curiosity

Questions do the opposite:

The Curiosity Framework

Step 1: Acknowledge Their Statement

Prospect: "This is too expensive."

You: "I hear that price is a concern. Help me understand..."

**Why it works**: Acknowledgment ≠ agreement. You're showing you heard them without conceding the point.

Step 2: Ask Curious Questions

"What are you comparing this to?"

"What would make the price feel right?"

"If price weren't a factor, would this solve your problem?"

**Why it works**: Questions shift the conversation from debate to exploration.

Step 3: Listen Without Interrupting

Let them talk. Really talk. Often they'll talk themselves into seeing your point.

Step 4: Reflect Back

"So if I'm hearing you correctly, you're saying..."

**Why it works**: Reflection shows understanding and gives them a chance to hear their own logic.

Real-World Examples

**Objection**: "I need to think about it"

**Curious Response**: "Absolutely. What specifically do you want to think through? Maybe I can help."

**Objection**: "Your competitor is cheaper"

**Curious Response**: "Interesting. What made you choose to talk to us if they're cheaper? What's the difference you're seeing?"

**Objection**: "I'm not sure this will work"

**Curious Response**: "Fair question. What specifically would need to be true for this to work for you?"

The Paradox

The less you try to convince them, the more convinced they become.

Curiosity creates the space for them to convince themselves—which is infinitely more powerful than you convincing them.

Practice This

Next time you face an objection, pause. Take a breath. And ask: "Tell me more about that."

Watch what happens.