Sales Tips for the IntrovertMarch, 6 2013
It can be downright intimidating for those who identify as introverts to start conversations with prospects you don’t know, pick up the phone and make the dreaded cold call, or even drop literature at the office of a prospect.
But that doesn’t mean the introvert can’t enjoy a successful career in sales, according to international sales expert and New York Times best-selling author Grant Cardone .
In a recent Entrepreneur article he said most people can, depending on circumstance and situation, express both introverted and extroverted tendencies. He calls himself an introvert and says he “still figured out how to reach the top one percent of all the salespeople in the auto industry.”
The trick, according to Cardone, is to become extroverted in a sales situation and step out of your comfort zone.
He offers seven tips.
If you get passionate and genuinely interested in the product or service you sell, you’ll be less in interested in how you’re perceived and more concerned about how to solve a prospect’s problem.
Do Something You Fear Every Day
If you face your insecurities head-on, it makes them easier to manage. If you’re scared to meet prospects face-to-face, do that first thing every day. You’ll become more confident in your abilities. Who knows, you might even like making those cold calls after a while.
Follow up with prospects without fail. If you believe in your product and yourself, then you must insist – and risk criticism.
Say Hello to Everyone You Pass
Whether it’s in the office or on the street, making eye-contact and saying hello to passersby isn’t just good manners, it’s also good pre-sales preparation.
Get Out of Your Office
Socialize and network, but know what you need to recharge. A mid-week dinner meeting with colleagues from other industries and professions or local seminars can jumpstart creativity. Introverts tend to be expert listeners, and conversation is a great way to hone those skills even further.
Speak in Public
Join Toastmasters or a similar public speaking group to learn along with others. You’ll never know when serendipity will present itself. A sales presentation or pitch meeting is still public speaking. If you polish your presentation skills, it will naturally improve your close rates.
Help Others Sell
A great way to get outside yourself and focus your technique is to help your fellow salespeople close. Because you’re not working on your own clients and prospects, some of the pressure is gone. You’ll likely be emboldened to try a new approach or line of reasoning while building valuable relationships outside of your book of business and prospect hit-list.
People expect a salesperson to fit the high energy, fast talking, in-your-face stereotype. An introvert’s tendency, however, is to build deeper relationships and listen more than they talk. There are assets that make a prospect want to buy, and build a loyal customer.
Are you an introvert? How do you successfully sell?