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Why Introverts Make the Best Sales People

Why Introverts Make the Best Sales People

What is your idea of a great salesperson?  An email came across my desk the other day that really made me think about this question.  Like so many great ideas, this one is inspired by my loving mother (thanks Mom!). The email she sent had one small statement which really caught my eye:

“Your little brother is about to graduate and I think he should get into real estate sales.  He’d be great at it because he will talk to anyone!”

She’s right on a few points: My little brother is about to graduate, and he is in fact the type of person who will literally go up and speak to anyone. Even if the person isn’t particularly interested, he will just keep talking. It’s charming in a way, but also annoying at times. The area in which I disagree with my mother is about whether or not being willing to go up and talk to anyone makes you an ideal candidate for a sales position.

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When most people hear the word “salesman” , they picture a flashy, overly-smiley guy with smooth words and lots of charm.  He will chat with you for hours about anything and everything, and if he’s really good, he’ll have you handing over your credit card before you even understand what he’s sold you. He’ll collect his nice commission check and move on to the next customer, forgetting all about you.

This doesn’t really describe a true salesperson—this is the description of a con-artist. Sales is really the art of influence and assistance. As a salesman, I help people solve problems that my products or services address. If the potential customer doesn’t have a problem I can address, he’s not someone I will sell to. It’s that simple.

The key to being successful at sales is in understanding what needs drive your customer and how you can help them fulfill those needs. This is where being an introvert is a huge advantage. Most extroverts tend to “wing it” quite often, as a natural tendency: they like to get into a situation and figure things out as they go along, which is a great quality in social settings and creative work. Spontaneity is common and fun is almost guaranteed. This trait will also kill a sales career.  Customers become very suspicious of someone who is constantly smiling, laughing, joking, and talking—we all have an inherent “b.s. meter” that flares up anytime someone begins talking too much.  It’s quite a turn-off, and not conducive to making a customer want to buy.

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This is a field in which introverts excel, as they go about the sales process in a very different fashion.

Introverts:

1 Study their product/service deeply, knowing the strengths, weaknesses, and ideal prospect

Introverts know what they have on a deep level. When you begin speaking to an introverted salesperson, he or she will be scanning their knowledge to judge whether or not they can help you with their offering. Before they even begin to talk to you about what they have, they will determine if you are a good prospect to spend time with. They understand it takes more than a pulse and a wallet to make a good sale.

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2 Prepare their presentations and anticipate objections

I was a sales trainer for 7 years and I never worked with a top producer who would always “wing it.” The best of the best know exactly what they should say in any given situation; they study customer reactions to certain phrases and adjust their vocabulary accordingly, and read a lot of material on how to become better in their profession. Lastly, they realize they will likely only get one shot to present their product, so they make it count.

3 Think about the long-term value of the customer

Many extroverts will have dozens of casual friendships. They can go anywhere and meet people they know, hang out with them for a few hours, then head home. It’s easy to make connections, but because they are connected to so many people, it’s difficult to develop deep relationships. When it comes to sales, this leads to many short-term successes with angry customers on the back-end.

Introverts tend to have fewer, but deeper relationships with their customers. They really want to get to know the customer and help them over time. They aren’t looking for a single sale to get a bonus; they’re building a list of clients they can service for years, which creates a constant stream of referrals and repeat business.  It takes longer to build this type of sales cycle, but it’s the only way to create long-term success.

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So, contrary to popular belief, the talkative, loud, constantly laughing guy is not the “born salesman”; the quiet, introspective, hard-working person is.  That’s not to say extroverts are totally bereft of good sales qualities—the ability to approach people is crucial to sales, as is the capacity to handle rejection well. Introverts need to develop these skills as well. The difference tends to be that introverts will often work hard to develop the extrovert’s skills, while the extroverts will continue to try to get by on their natural charms.

As an extrovert, you can still be a top performer in your field; simply take the best qualities of introverts and pull them into your sales style.  You’ll be topping the charts in no time.

Thanks,

Trent

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Last Updated on May 17, 2019

This Is What Happens When You Move Out Of the Comfort Zone

This Is What Happens When You Move Out Of the Comfort Zone

The pursuit of worthwhile goals is a part of what makes life enjoyable. Being able to set a goal, then see yourself progress towards achieving that goal is an amazing feeling.

But do you know the biggest obstacle for most people trying to achieve their goals, the silent dream killer that stops people before they ever even get started? That obstacle is the comfort zone, and getting stuck there is bound to derail any efforts you make towards achieving the goals you’ve set for yourself.

If you want to achieve those goals, you’ll have to break free from your comfort zone. Let’s take a look at how your life will change once you build up the courage to leave your comfort zone.

What Is the Comfort Zone?

The comfort zone is defined as “a behavioural state within which a person operates in an anxiety-neutral condition, using a limited set of behaviours to deliver a steady level of performance.”

What stands out to me the most about that definition is the last part: “using a limited set of behaviours to deliver a steady level of performance.” How many successful people do you know who deliver a steady level of performance?

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The goal in life is to continually challenge yourself, and continually improve yourself. And in order to do that, you have move out of your comfort zone. But once you do, your life will start to change in ways you could never have imagined. I know because it’s happening right now in my own life.

Here’s what I’ve learned.

1. You will be scared

Leaving your comfort zone isn’t easy. In fact, in can be downright terrifying at times, and that’s okay. It’s perfectly normal to feel a little trepidation when you’re embarking on a journey that forces you to try new things.

So don’t freak out or get overwhelmed when you feel yourself getting a little scared. It’s perfectly normal and all part of the process. What’s important is that you don’t let that fear hold you back. You must continue to take action in the face of fear.

That’s what separates winners from losers.

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2. You will fail

Stepping out of your comfort zone means you’re moving into uncharted territory. You’re trying things that you’ve never tried before, and learning things you’ve never learned before.

That steep learning curve means you’re not going to get everything right the first time, and you will eventually fail when you move out of your comfort zone. But as long as the failures aren’t catastrophic, it can actually be a good thing to fail because …

3. You will learn

Failure is the best teacher. I’ve learned more from each one of my failures than I have from each one of my successes. When you fail small, and fail often, you rapidly increase the rate at which you learn new insights and skills. And that new knowledge, if applied correctly, will eventually lead to your success.

4. You will see yourself in a different way

Once you move out of your comfort zone, you immediately prove to yourself that you’re capable of achieving more than you thought was possible. And that will change the way you see yourself.

Moving forward, you’ll have more confidence in yourself whenever you step out of your comfort zone, and that increased confidence will make it more likely that you continue to step outside your comfort zone. And each time you do, you’ll prove to yourself again and again what you’re really capable of.

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5. Your peers will see you in a different way

Whether we want to admit or not, people judge other people. And right now, people view you in a certain way, and they have a certain idea of what you’re capable of. That’s because they’ve become accustomed to seeing you operate in your comfort zone.

But once you move out of your comfort zone, you’ll prove to other people, as well, that you’re capable of much more than you’ve shown in the past.

The increased confidence other people place in you will bring about more opportunities than ever before.

6. Your comfort zone will expand

The good thing about the comfort zone is that it’s flexible and malleable. With each action you take outside of your comfort zone, it expands. And once you master that new skill or action, it eventually becomes part of your comfort zone.

This is great news for you because it means that you can constantly increase and improve upon the behaviors that you’re comfortable with. And the more tools and skills you have at your disposal, the easier it will be to achieve your goals.

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7. You will increase your concentration and focus

When you’re living inside of your comfort zone, the bulk of your actions are habitual: automatic, subconscious, and requiring limited focus.

But once you move out of your comfort zone, you no longer rely on those habitual responses. You’re forced to concentrate and focus on the new action in a way you never do in your comfort zone.

8. You will develop new skills

Moving out of your comfort zone requires that you develop new skills. One of the many benefits you’ll experience is that you’ll be stepping away from the “limited set of behaviors” and start to develop your ability and expertise in new areas.

Living inside of your comfort zone only requires a limited skill set, and those skills won’t contribute much to your success. Once you can confidently step outside of your comfort zone and learn a new skill, there’s no limit to how much you can achieve.

9. You will achieve more than before

With everything that happens once you move out of your comfort zone, you’re naturally going to achieve more than ever before.

Your increased concentration and focus will help you develop new skills. Those new skills will change the way you see yourself, encouraging you to step even further out of your comfort zone.

Featured photo credit: Josef Grunig via farm3.staticflickr.com

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