What's a half-birthday card and why does Curt Tueffert send them?

Curt collects client birthdays and sends cards at the half-year mark, outside the usual holiday messages. The card reminds clients they're valued without pushing for a sale, keeps his name top of mind and gives them a reason to call him back. It's a creative, consistent touchpoint that makes him memorable.

Do I need a fancy CRM to stay on top of follow-up?

You can start with what you have. Curt says a simple spreadsheet or calendar reminder works well if you use it consistently. Set a schedule that fits you, like a weekly review every Friday. Check when you last reached out to each prospect and client, then plan a next step for each one.

How many follow-ups does it usually take to close a deal?

Curt has found that deals often close on the tenth or eleventh touchpoint. Clients are busy and trust takes time to build, so consistency is one of the most important habits you can develop. A simple, sustainable follow-up system keeps your leads warm and your name top of mind while you keep showing up.

podcast ·Nov 14, 2024

Strategies for Asking Better Questions in Sales with Curt Tueffert

Q: How should salespeople use AI without losing the personal touch?

Curt suggests handing AI the repetitive tasks so you're free to focus on building relationships. Use it as a research tool for a quick snapshot of your client's industry and recent trends, then bring that insight into the call and ask more specific questions. The empathy, curiosity and adaptability still come from you.

by Drewbie Wilson

Episode 48: Strategies for Asking Better Questions in Sales with Curt Tueffert

"They don’t care how much you know until they know how much you care." — Curt Tueffert

Key Takeaways

Open a call by asking about the prospect's biggest challenge right now, then listen to the answer before you pitch anything.

Curt collects client birthdays and sends half-birthday cards, so he stands out from the holiday pile and gets calls back.

A spreadsheet or calendar reminder works fine as a follow-up system as long as you use it consistently.

Deals often close on the tenth or eleventh touchpoint, so block out Friday for a weekly follow-up review.

Let AI handle the research and repetitive tasks so you can spend your time asking sharper, more specific questions.

In this episode of Call The Damn Leads, I got the chance to chat with Curt Tueffert, a sales veteran who knows a thing or two about what makes a great salesperson. Curt shares what he considers the most powerful tool in any sales pro’s arsenal: the art of asking better questions. Curt has decades of experience, and he shows us how curiosity, follow-up, and the ability to pivot can make all the difference in sales.

Curt breaks down why curiosity and persistence matter if you want long-term client relationships. This episode will help you rethink how you approach your conversations with prospects and clients.

Key Takeaways

Sales Success Hinges on Curiosity and Questioning

Curt says a successful sales approach is about understanding the client. Stay curious and you build rapport and uncover the real needs driving your client's decisions.

Follow-Up as a Relationship Builder

In Curt's experience, following up consistently, whether through birthday messages or handwritten notes, keeps your name top of mind for clients. He even sends half-birthday cards to stand out and get clients to call back.

The Importance of Continuous Learning

As Curt puts it, great salespeople are “students of the game.” Make time to learn and adapt to industry shifts, especially AI and changing tech, and you'll stay relevant and ready for what’s next.

Embrace Simplicity with Your Follow-Up System

Start with what you have. A simple spreadsheet or calendar works well if you use it consistently.

Mastering the Art of Personalized Communication

Drewbie and Curt both say to keep client communication personal. Curt collects client birthdays and sends half-birthday cards, which reminds clients they’re valued without pushing for a sale.

Expanded Insights into Asking Better Questions

Building Strong Connections Through Curiosity

One big message from Curt: always be curious. He recommends taking the time to get to know the prospect and uncover their real needs. Asking thoughtful questions positions you as a trusted advisor. Curt suggests questions that dig deeper into your prospect’s industry or their specific challenges.

Pro Tip: Next time you’re on a call, try opening with a question like, “What’s one challenge you’re facing in your business right now?” and really listen to their answer. You’ll likely gain insights you can use to tailor your approach to them.

Follow-Up with a Personal Touch: Birthday and Half-Birthday Cards

Curt shared his follow-up secret weapon—half-birthday cards. By celebrating milestones outside the usual holiday messages, Curt makes a real connection that stands out in a prospect’s mind. The point is creative, consistent touchpoints that keep you memorable without being salesy.

Try This: Set up a small ritual, like a monthly review of your client list, and schedule unique follow-ups. A quick email, a birthday video, or a handwritten note shows clients they’re more than a number.

Embracing AI Without Losing the Human Element

As Drewbie and Curt discussed, AI is changing sales. The empathy, curiosity, and adaptability still come from human salespeople, so Curt suggests using AI to handle the repetitive tasks and leave you free to focus on relationship-building. For example, AI can help you analyze client data, but it’s your job to use that data to ask thoughtful questions and guide the client toward solutions.

Practical Strategy: Use AI as a research tool to get a quick snapshot of your client’s industry and recent trends. Armed with this insight, you can ask more specific, value-adding questions during your sales conversations.

Consistency Is Key to Building Trust

Curt has found that consistency in follow-up is one of the most important habits any salesperson can develop. Often it’s the tenth or eleventh touchpoint that closes the deal. Clients are busy and building trust takes time, so Curt says to create a simple follow-up system you can stick with.

Even if you don’t have a fancy CRM, a basic system like a spreadsheet or calendar reminder can be just as effective if you use it consistently. Set a schedule that works for you and stick to it.

Easy Routine: Schedule a weekly follow-up review every Friday. Go through your list of prospects and clients, check when you last reached out, and plan a next step for each one. Over time, this practice keeps your leads warm and your name top of mind.

Final Thoughts

The heart of sales is relationships. Ask thoughtful questions, follow up in memorable ways, stay curious, and those simple, consistent actions add up over time.