The Sales Superpowers of Introverts!
Cory Charles ??
?Transformational Speaker??Extraordinaire | Sales Training Sage | Leadership Coaching Luminary | Growth and Resilience Expert | Leap.Fail.Grow! | The SuperHero Mindset | Autism Dadvocate ??
When you think of a typical salesperson,?you probably imagine a smooth-talking, outgoing and rapport-building conversationalist, someone totally at ease with cold calling or pitching to executives -- someone with the so-called “gift of gab.” And while these natural salespeople certainly exist, it’s a huge misconception to believe you must share this extroverted personality to be successful at?sales. The truth is,?introverts innately have everything it takes to not only be effective salespeople, but to achieve results that put them at the top of the pack.
Whether you’re an introvert interested in a sales career, if you own a business and don’t necessarily?want?to sell but?need?to, or if you just want to be able to properly “sell” your ideas at work, discovering how to harness your natural sales strengths will pay off for the rest of your professional life.
Busting the myths about introversion and sales.
The idea that the best salespeople are?extroverts?is so ingrained that we don’t even question it. But there is zero evidence supporting this. In fact, according to a comprehensive study led by Murray Barrick of Michigan State University, there is no correlation between extroversion and sales performance.?Review reports these surprising results from a study on personality and sales:
So much for the gift of gab! But if the stereotypical, extroverted salesperson isn’t actually effective, then who is?
Leveraging your introverted strengths for skyrocketing sales.
The most important qualities required for sales success are research and listening skills, both of which allow you to understand your prospects and adapt to their needs -- and both of which are natural strengths of introverts. Based on my own sales experience as an introvert and my decade of coaching introverted clients, I’d also add empathy, authenticity, preparation, creativity?and analytical thinking skills. These are all innately introverted qualities that can be leveraged for a dramatic improvement in your sales results.
Today is the day to stop thinking that your introversion holds you back from sales success. Break through the limiting belief that you can’t “do” sales, and instead embrace the truth that, with the right system, you’re actually perfect for it.
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Learning the seven steps to a sale.
We introverts cringe at the thought of using bulldog techniques or hard closing tactics -- it’s just not who we are. The good news is, you can say good-bye to those old-school practices and instead adopt an authentic, reliable system that naturally leads to a sale.
This is the exact sales process I’ve used myself for more than 15 years, and I have taught to thousands of others. You’ll see that I haven’t completely reinvented the wheel here; some of these steps will probably look familiar. What’s different is that the core elements rely not on personality, but on authenticity, empathy?and story, allowing you to remain true to yourself. I’ve outlined each step briefly below.
Finally, and most crucially, practice, practice, practice. You want this to roll off your tongue. You want each section memorized so it’s easy to get right back to it if the prospect interrupts with a question. If you’re concerned that you’ll sound scripted and robotic, the opposite is actually true -- for introverts in particular, knowing exactly what you’re going to say helps you be?more?natural and genuine because you’re not constantly in your head, worrying what to say next. ?
Using these steps, think of sales as a factory production line. The first few widgets might not be ideal. But as you tweak the process, the widgets get better and better, until finally you’re running at maximum quality and efficiency. Sure, you won’t get every sale, just as every factory line is going to have some imperfect widgets. The goal is to continually improve the factory -- the sales system -- and the results will take care of themselves.
What Now...
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2 个月I feel like they need a mic drop reaction on LinkedIn.
Our founder, Jeff Shore is a proclaimed introvert ??
Just being me 0100247
2 个月Thanks for sharing
Helping Solopreneurs Build Businesses—and Lives—in Just 60 Minutes
2 个月Totally agree—introverts often excel in listening and building deeper connections with clients, Cory Charles ??. How do you think introverts can best leverage these strengths in sales situations?