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Sales Strategies for Introverts

15 July 2013 No Comment

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When you think of salespeople, the “used car salesman” persona is likely the first thing that crosses your mind.  The over-eager, boisterous, and aggressive pitchman who salivates at the sight of a new prospect and blatantly stalks potential customers through a showroom and around a sales area, this is the image we have attached to the word “salesman” in our mental dictionaries.

Sales occupations are, on the surface, far more suited to extroverts.  Extroverted people thrive on being surrounded by others, enjoy meeting new people, are very outgoing and adept at maneuvering and manipulating social situations, and seem to think better when they are talking.  Introverts, on the other hand, prefer to be alone, are awkward in social situations or when around strangers, tend to be reserved and withdrawn, and usually spend far more time thinking about what they want to say than actually saying anything.

Because introverts are so apparently unsuited to any kind of sales-driven occupation, you would think that it would be nearly impossible to come up with strategies for selling for introverts that could produce some measure of success.  However, this is not always the case…and introverted people do have within them the ability to outshine their outspoken counterparts when it comes to being successful in a sales position.

The following tips for selling for introverts will help any wallflower gain the self-confidence he or she needs to become a rising star in the sales world:

  1. Make yourself go out in public.  Yes, you’re introverted, but if you want to actually land a sale now and then, you have to be able to be around people, lots of them.
  2. Greet everyone you encounter, even if it’s just with a simple “hello.”  Make eye contact, smile, and speak.  This will help you get used to talking to strangers.
  3. If you are afraid to do it – do it!  Try to do at least one activity every day that makes you uncomfortable or elevates your fear level.  This helps build your courage and gives you self-confidence.
  4. Give public speaking presentations.  If you are extremely knowledgeable on a particular subject, find ways to provide presentations – at the library, business meetings, chamber of commerce events, trade shows, or anywhere you can speak to large groups.
  5. Be passionate about what you’re selling.  If you don’t believe in the product or service that you’re selling, your customers will sense this and will lose confidence in the offering, as well.
  6. Persistence does pay off quite often.  Be doggedly determined to close a sale, to the point where your customers criticize you for your persistence.  Don’t ever just take “no” for an answer and walk away…find out why it’s a “no” and turn it into a “yes.”
  7. Stay busy and active.  If you’re constantly on the move and involved in several different things, you won’t have time to be shy, reserved, and withdrawn.

These ideas on selling for introverts will help you get out of your comfort zone and take charge of your sales calls and customer interactions, so you can facilitate a positive resolution for yourself via a sale, and a happy ending for your customer by giving them what they wanted.  Even if you are an introvert by nature, you can re-create your public persona to develop extroverted tendencies when working in sales-related fields.

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Alen Mayer, Chief Sales Expert, helps sales people who identify themselves as introverts to be successful in sales by writing articles and conducting seminars on how to maximize introvert’s sales potential.

Alen is an introvert too; he is one of the Top 25 Sales Influencers for 2012, published author of 4 sales titles, Certified NLP Trainer, Autogenic Training Master Practitioner, and Certified Sales Professional.

Alen lives, eats and breathes sales, and he combines over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP; by attending his training you’re sure to enjoy your time receiving the best sales knowledge available!

Keynotes, Seminars, and Webinars

  • The Strengths of Introverts in Sales
  • Cold Calling For Introverts
  • How to Manage Introverts in Business
  • Using the Five Senses to Sell Better

For more information on these and other programs please visit my Keynote page or fill the Contact Form here.

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