In a recent LinkedIn post, John Barrows delves into the age-old question of whether curiosity is an innate human trait or a skill that can be cultivated. Barrows, a recognized sales trainer and thought leader, shares his perspective, informed by years of interviewing guests and recent exploration into scientific research, including the use of AI.
Barrows begins by posing the question that he frequently asks his podcast guests: “Is curiosity something you’re born with, or can you teach it?” He offers his own long-held opinion, stating:
“I ask almost every podcast guest this question. Based on their feedback and my observations, my opinion is that genuine curiosity is something you’re born with BUT you can develop it by getting someone interested in something first. Interest is the on-ramp to curiosity.”
The sales expert explains that his quest to find data supporting his hypothesis led him to utilize AI. This exploration uncovered research that Barrows believes strengthens his argument.
The Science Behind Curiosity: The Information Gap Theory
According to Barrows, his AI-driven research pointed to George Loewenstein’s “information gap” theory, developed at Carnegie Mellon. This theory posits that curiosity is triggered when an individual recognizes a discrepancy between what they know and what they desire to know. Barrows highlights the crucial implication:
“Curiosity only fires when you notice a gap between what you know and what you want to know. No gap, no curiosity. You need to know enough about something to realize what you don’t know. That’s why interest has to come first.”
Barrows connects this concept to the sales profession, suggesting that salespeople who exhibit genuine curiosity about their clients are better equipped to uncover needs and opportunities. He argues that these reps not only process direct answers but also pick up on subtle cues, such as side comments or body language, that others might miss.
Cultivating Curiosity in Sales Teams
Barrows then outlines a practical exercise he has used for 25 years to foster curiosity among sales representatives. The process involves deep dives into a prospect’s Ideal Customer Profile (ICP) to identify top-tier accounts. However, before initiating outreach, Barrows requires reps to find a personal reason to be interested in working with a specific account.
Finding a Personal Connection
This exercise encourages reps to look beyond the ICP criteria and identify personal motivators. Barrows elaborates on this point:
“I want them to find a personal connection to the account because one you make that connection, you become more curious which leads to more research which leads to better and more authentic messaging which leads to better and more fulfilling results.”
He emphasizes that true curiosity cannot be mandated with simple instructions like “be more curious.” Instead, Barrows advocates for creating an environment where curiosity can naturally develop. He draws a parallel between the shift from search engines to “answer engines” powered by AI, suggesting that the latter can bypass the gap-creation process that sparks curiosity.
AI as a Tool, Not a Replacement for Curiosity
Barrows views AI as a potentially powerful tool for those who are already curious, rather than a substitute for the trait itself. He notes his own experience using AI to accelerate his research, but stresses that his pre-existing interest in the topic drove his curiosity, making the AI tool highly effective. For individuals lacking curiosity, he warns that “answer engines” can be detrimental. Ultimately, Barrows encourages professionals to focus on developing interest as the gateway to genuine curiosity, rather than solely seeking immediate answers.
📝 About This Content
This article is based on insights shared by John Barrows on LinkedIn.
📅 Originally posted on June 23, 2026 | View original post on LinkedIn →