Introverts and Selling

Interestingly half the population have an introverted personality profile and as many as 70% of CEO’s describe themselves as being somewhat introverted. Think of Bill Gates and Warren Buffet as examples.

 Are you really an introvert? An introverted person is someone that shuns most social interaction and avoids contact. Is this really you? Or is it just that ‘sales’ do not come as easy to you as it seems to for others?

So what holds supposed introverts back?

“I could never be like a real sales person.” Not fitting some formulaic pattern does not mean a thing. Accept that you do not fit the common profile and revel in being the best ‘you’ you can be. You have skills they do not. Customers want ‘real’ and sense honesty. They value insights and thoughtfulness and do not like ‘loud’ people either.

“I am not confident enough.” More analytical people often associate more confidence with more knowledge. So gain more knowledge but do not suffer from paralysis by analysis.

Accept the fact that you will never know it all and you can always find the answer and go back to the client with it. You definitely know much more than your customer does so you are knowledgeable enough.

Remember that even the most experienced sales person has a stumbling block like closing or price objections somewhere.

“I don’t want to be pushy and rude.” So who says you have to? There is a difference between being pushy and being challenging. Those in positions of authority are happy to receive new ideas and challenges to their way of thinking if delivered in a well thought out and relevant way.

Realise that you choose how you sell.

Once as a debt collector I received a steam of thank you cards for being helpful and considerate. I chose how to do the job and so can you. Rudeness is a choice. Remember it is actually the customer that decides if you have been rude – not you.

“But no one likes sales people.” That is a generalisation. The fact is nothing is owned or happens until someone sells something. From a product or service to your child wanting an ice cream or convincing a colleague to do things a differently.

Answer – Research shows (Send me an email bill@3piecesales.com and I’ll send you some) that people want their problems solved, to have land mines pointed out and new ideas introduced – they want your solution. Stop ‘doing’ sales and be the problem solver you know you can be.

< Back