Sell Like Ted Lasso: Why Curiosity Wins Over Closing

"Be curious, not judgmental."
— Walt Whitman… via Ted Lasso 🍪

Let's get one thing straight: sales isn't about being slick. It's about being sincerely curious.

The best sales reps today aren't fast-talkers. They're listeners. They don't show up with a script — they show up with questions. And not just any questions. Open-ended questions (OEQs) — the kind that unlock trust, reveal real needs, and build relationships that last longer than the job.

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🤔 What Are Open-Ended Questions, Really?

Open-ended questions are ones that can't be answered with a simple "yes" or "no." They open the door to real conversation, help you understand what the customer actually cares about, and create space for connection.

Examples:

• "What's been frustrating you about your current roof?"
• "How are you hoping this project impacts your family long term?"
• "What does 'peace of mind' look like to you?"

Now compare that to:

• "Is your roof leaking?"
• "Do you want financing?"
• "Are you ready to schedule?"

See the difference? The first group starts a story. The second just ends the conversation.

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🧦 Channel Your Inner Ted Lasso

Ted Lasso isn't a roofing coach. But he is a master of people. He leads with humility, listens without pretense, and asks questions like a man who genuinely cares.

And that's your secret weapon in sales.

Because curiosity changes the whole energy. It removes pressure. It turns objections into opportunities. It builds trust faster than any slick one-liner ever could.

Being curious makes your prospects feel seen. And when people feel seen, they open up. And when they open up, they tell you exactly how to serve them best.

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🛠️ How to Use OEQs in Roofing Sales (Without Sounding Like a Therapist)

1. Start with "What" and "How"

• What made you start thinking about your roof now?
• How did you choose your last contractor?

2. Dig into the "Why" Behind the Project

• Why is this important to your family?
• What's the worst-case scenario you're hoping to avoid?

3. Invite Them Into the Solution

• What would a perfect outcome look like to you?
• How can we make this feel less overwhelming?

Don't be afraid to pause. Don't be afraid to smile. And don't be afraid to say, "That's a great question. Mind if I take a note on that?"

You're not just asking — you're listening for insight.

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🚫 Curiosity Kills the Hard Close

Here's the truth: if you're asking great questions and listening with intent, you don't have to push. The close happens naturally because the customer feels heard, respected, and in control.

You're not selling at them. You're discovering with them.

That's how you go from "salesperson" to "trusted advisor."
That's how you build raving fans.
That's how you sell like Ted.

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✅ Final Word

At Day 41 Thrive, we believe leadership and sales go hand-in-hand. Whether you're selling a roof, a culture, or a vision — asking better questions is how you build trust and uncover the real opportunity.

And if you're stuck with a team that's too focused on scripts and not enough on sincerity — let's talk. We'll help you build a culture of curiosity that wins hearts and closes deals.

Because growth starts with a good question.
And the best question is the one you haven't asked yet.