Everyone expects a salesperson to fit the high energy, fast talking, in-your-face stereotype. Many qualified people shy away from sales as a career because they are not perceived as a "people person." But, being more comfortable listening than speaking can be as much of a benefit as the gift of gab. Selling for introverts requires understanding and emphasizing your strong points. It also means stepping out of your comfort zone in some areas. If just the idea of initiating a conversation makes you feel queasy and start to sweat, these tips are for you:
Listening SkillsListening skills are so important that the top companies give training classes on the art of listening. Introverts are great listeners. A great way to show you care about someone is to let them speak uninterrupted. You have to relax and focus on the speaker. People love to talk about themselves and allowing them to do so arms you with a lot of information about their needs and prepares you for their objections once you get into your pitch. You cannot allow yourself to be distracted by how uncomfortable you may be or preoccupied by what they may be thinking of you. Good listening means it is all about them; it is about understanding their words and feelings.
Relationship BuildingA successful career in sales is built on referrals and repeat business. Selling for introverts begins with trust. It may take more time to get to know a person who is an introvert, but they are typically viewed as more trustworthy than their fast talking counterparts. When you put the other person's interest above your own, they know you are trustworthy.
Create a system to follow up and stay in touch with people. Begin by putting family and friends in your task management system. If you do not speak to or contact a person for months, you are off their radar. Get into the habit of contacting everyone on your contact list at least once per month by a phone call or email.