05/22/2026
The best salespeople don’t ask better questions.
They care more.
One of the biggest gaps I see between good salespeople and truly elite performers is authentic curiosity.
You can memorize discovery questions.
You can practice rapport.
You can follow the script.
But people know when you’re going through the motions.
The top performers genuinely want to understand the person sitting across from them.
Not just:
“What problem do you need solved?”
But:
“What do you actually want?”
There’s a difference.
Need:
“My windows leak.”
“My energy bills are high.”
Want:
“I want to love pulling into my driveway again.”
“I want my home to feel beautiful.”
“I want to finally stop being embarrassed.”
You can sell a need.
But when you understand the want, you create trust.
Empathy isn’t soft.
It’s a competitive advantage.
Because curiosity can’t be faked.
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