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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.
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.
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.
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