The Strengths of Sales Introverts


So introverts have game, and quite a bit of it to be exact. The advantages and strengths of sales introverts are multiple, and those who know how to draw upon such strengths have excelled greatly in the sales field as a result, many times catching critics by surprise.

Calm in the Storm

The first major strength of introverts involves composure. Often mistaken for being too reserved or shy, many introverts instead sit back to give themselves a better vantage point. They are able to then avoid getting emotionally entangled in the discussion and see all the players engaged as well as their various interests and directions. The more knowledge a person has obviously, the more he can strategize and manage the sale at an advantage.

Composure also has other side effects that work to the benefit of the introvert salesperson. Being calm and collected has the general effect of putting clients at ease rather than being tense or defensive. Too often, aggressive salespeople are either not trusted or annoying. Potential clients clam up and walk away early when they feel they are being led down a path, often switching to another provider who comes across a bit more honest and less "salesy." The introvert, however, gets around this problem.

There is no emotional push, no aggression, no hard sell. Instead, he comes in, provides the facts, identifies the problem the consumer or client has, and then offers a viable, practical solution. By getting the discussion away from questioning a salesperson's honesty and back to focusing on the product or service, a sale and deal is far more likely. By allowing a sales meeting to be comfortable rather than an event of heavy pressure and hard-selling, the introvert is able to land sales where the traditional salesperson would find significant resistance and often fails.

Making the Connection

Introvert salespeople put a high priority on relationship building with customers and clients. They're not into the deal for a single sale and then off to the next one. Instead, they are far more likely to build long-term streams of revenue by working with the same customers again and again.

Introvert salespeople understand and take advantage of the fact that it was 10 times easier to work with known customers than trying to develop a new relationship with unknown leads. Instead, they leverage known contacts and client interests to keep producing new sales again and again. This is done by focusing on win-win scenarios where both the introvert and the client both realize a significant gain in the deal negotiated.

Lending an Ear

Introverts have a keen, well-trained ability at listening to people. Often, customers want to tell people what they are dealing with, explain the issue, and discuss what really matters to them. Unfortunately, many sales people already have a script they feel they need to follow to make a sale. The two don't mix. Instead, the customer ends up being turned off because the salesperson won't do the most simply, easy thing in selling: listening.

Introverts, on the other hand, are quite adept at letting people talk around them. They take in all the details and statements, asking questions for more information, and getting the big picture that matters to the customer versus a script. In fact, many introverts will spend more than two-thirds of the sales meeting discussion asking the questions rather than wasting time on a pitch.

Listening provides access to key information, especially details that are valuable to allowing the introvert salesperson to connect with a client personally versus in generic terms.

In short, the strengths of sales introverts named above (composure, listening, and relationship-building) allow introverts to make in-roads where many of the best traditional salespeople can't often break through. And they do it with far less effort, time, stress and cost.

Alen Mayer
ABOUT THE AUTHOR
Alen Mayer> website | all articles
Alen Mayer helps sales leaders enlarge their sales circles and tap into their team members' individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients.

Whether you need to sharpen cold-calling techniques or sales strategies, Alen will improve your business. Please visit his website at www.AlenMayer.com or call 647-427-1588 for more information about his powerful sales training seminars, in-house workshops, and speaking engagements.

Salespeople aren't born. They're made. I make them.

I live, eat and breath sales and combine over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP; by attending my training you're sure to enjoy your time receiving the most advanced sales knowledge available!

I am a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; one of the Top 25 Sales Influencers for 2012, published author of 4 sales titles, Certified NLP Trainer, Licensed Business Success Coach, and Certified Sales Professional.

I WILL SHOW YOU HOW TO:

Connect with your clients instantly and build deep rapport
Speak the language of your client's mind
Detect the patterns your customers use to make decisions
Discover your prospect's buying strategy in minutes
Persuade on both conscious and unconscious levels
Identify the difference between an excuse and real objection
Turn objections into approval
Get your prospects to close themselves.
INVITE ME TO TEACH:

How to sell to introverts/How to sell as an introvert
The secrets of connecting with your clients instantly and establishing rapport
How to use EEE™ Representational System to speak the language of your client's mind
How to detect the six patterns your customers use to make decisions
How to uncover more needs, wants and desires by properly using Pull, Don't Push™ principle
How to use embedded commands in your presentation to influence your clients
I have inspired audiences across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, I achieve your objectives.

Need a speaker for your group on advanced selling skills? Call me at (647) 427-1588.