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7 Reasons Why Introverts Make The Best Sales People

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There is a common misconception that introverts are shy loners who cannot excel in social situations—let alone thrive as an entrepreneur or salesperson. As an introvert, you may like to stay to yourself, you might become socially exhausted after events, or you have a small circle of friends. You’re also thoughtful, innovative, and your listening skills tend to be more developed than your extroverted counterparts.

So why do people think extroverts are the best salespeople? The first impression of sales is that you must be outspoken, charismatic, and have a ton of friends. Yes, these things can be helpful in the sales process. However, they are not the only attributes that deem a closed sale or a dynamic salesperson. I’m here to tell you that being an introvert is actually a sales superpower.

Here are seven reasons why introverts can make great salespeople:

1. You Are Observant

Only 7% of your communication is the words you say. The other 93% of your communication is body language. Being observant and responsive is one of the most important skills of a high level salesperson. 

Introverts tend to be more observant of body language, change in tone of voice, and other non-verbal cues, which are superpowers in sales. When you’re in a meeting with a potential client, this not only can help you understand your client better, but it can be the difference between winning or tanking a deal because you’re able to pivot as needed to serve the client and create a better buying experience.

2. You Have a Plan

While extroverts have a tendency to create a plan after they jump out of a plane, introverts typically create a concrete plan with a solid structure. This can make all of the difference in the sales process. 

A plan provides consistency and security to their prospective clients/customers. The best salespeople have a proven system they use every single time to close sales—not to be confused with a sales script.

“By failing to prepare, you are preparing to fail.” – Benjamin Franklin

3. Listening is Your Middle Name

Selling is just as much listening as it is talking. As a salesperson, you need to understand the pain points, needs, and desires of your client. Introverts tend to excel at listening and can become adaptable to the needs of their customers. You can use this to your advantage in any part of the sales process.

4. You Value Deep Relationships

Introverts are not fond of having a list of acquaintances. Instead, they prefer to have deep relationships with other people. 

When you’re working a deal with a potential client, a genuine and deep relationship will take you further than a surface level connection. Sales is all about trust and relationships. As an introvert, you have a leg up because you naturally tend to create these relationships.

5. You Are a Realist

Extroverts have a tendency to lean into emotion during the sales process, without necessarily having the information about the results to back up what they’re saying. However, introverts will lean into the reality of outcomes/products which provides more concrete disclaimers prior to a customer’s purchase. 

This approach minimizes refunds and dissatisfied customers, which means not only can introverts sell more, but their percentage of repeat customers can be higher too because of the way they sell to their clients.

6. You are More Reserved

Extroverts tend to have big personalities and are not afraid to present themselves, while introverts are more conservative and quiet. New studies are showing that the outgoing, charming salesperson stereotype is actually starting to turn potential customers off. In fact, some people put their guard up when they approached by this type of salesperson. 

This new shift in how people react to salespeople can be an advantage for introverts. Your reserved personality may be exactly what helps you relate to your potential client because they feel like you’re having a conversation instead of trying to push an agenda.

7. You Prefer to Not Talk at All

Back in the day, extroverts were often seen as the most qualified salespeople because of cold-calling. To engage in cold-calling, you need to be energetic and have refined social skills. 

Today, most decision-makers are making it harder to get them on a phone call. We rely more on nurturing and communicating through email than ever before. This is where introverts can excel, even when they are not as social or talkative as extroverts.

“The single biggest problem in communication is the illusion that it has taken place.” – George Bernard Shaw 

8. How to Sell as an Introvert

To be effective, be sure to do your research and be prepared. This will boost your confidence and allow you to spend less time thinking about what to say. Instead, you can simply converse with confidence.

Give yourself time to recharge. Networking events or back-to-back sales calls can be physically draining for introverts. Introverts tire easily from social activities, which can make it difficult to interact. Make space for alone time in your schedule, or try other traditional energizing methods, like coffee.

Lastly, don’t use being an introvert as an excuse to not try. There are many introverts who excel in business and entrepreneurship, like Elon Musk, Mark Zuckerberg, and JK Rowling. The key is to understand yourself and develop your skills. 

As a whole, the value that introverts bring to the sales table is overlooked at best. Being introverted does not disqualify you from being an exceptional salesperson. In fact, you can rival and surpass your extroverted counterparts if you hone your skills and embrace yourself as an introvert. 

Are you an introvert? If so, how has that helped you be successful in specific areas of your life? Share your stories and thoughts with us below!

Erica Stepteau is a leading sales strategist and consultant, working with business owners, companies, and corporations to create high performing sales processes that exponentially grow their bottom line in record time, using the D.N.A. Sales Method™. Erica’s consulting and genius is trusted by global brands. She uses her over 15 years of experience in communication, sales psychology, and effective leadership, specializing in the development of high performing sales teams and highly converting custom sales processes that insight trust, create loyalty, and shorten the sales cycle. Her genius has also been featured in publications and media outlets, such as Speakers Magazine, HER Magazine, Courageous Woman Magazine, and more.

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How Your Friends Determine Whether You Succeed or Not

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Can anyone do without having friends? We all have our friends, we share ideas with them, talk together, have fun, and fight. Yes, that’s the baseline of friendship. But, do you know that aside from you, your friends can determine whether you achieve success or not?

There are two things in friendship which are the ability to ”love” and the ability to “influence”. This means you are loved and you are influenced. How do your friends affect your success in life? How are they one of the biggest deciding factors of your success? Let’s find out.

What type of friends do you keep? 

First, what type of friends do you keep? Who do you call your best friend? There are two different kinds of friends, good friends, and bad ones. A lot of people have lost their pathway to success and some have also found their road to success all because of the friends they keep, the people they mingle with. 

Who is your best friend? Answer carefully. Having a best friend means you find each other compatible and understanding. Analyze who your best friend is. If your best friend has not motivated you to do something positive, if who you call your bestie has never given you positive advice, lastly if your best friend has never informed and advised you on your shortcomings, then you don’t have a best friend.

This quote tells us “birds of the same feather flock together”. Countless people have changed from their good nature into a bad one all because of friends. One thing to note is, “negative people move with negative aura”. If your best friend is filled with negativity inside-out then you will surely be affected by his/her negative aura.

They influence your success with positivity or negativity 

The friends you keep can either influence you with positivity or negativity because your friends have the power to change your kind of person completely. 

This is how your friends influence you:

  1. They influence you indirectly with what they do
  2. They influence you directly by teaching and giving you advice 

Yes, that is how they influence you. For instance, you watch a movie and you like the way the actor walks. The question is if you truly like the way the actor walks, won’t you try to imitate the actor? Of course, you will.

Just the way you imitate the actor is the same way your friends can influence you with their character. However, the funny part is, they don’t have to teach you to do things like them. You just find yourself imitating and copying them gradually.

An important question to ask is, are you imitating a good friend or a bad one? If you imitate a good friend then you will be good, but if you imitate a bad person, you will surely become a bad person.

Everyone wants to succeed, a good friend will always teach, enlighten, and motivate you for success. A bad friend will only motivate you to do evil things (smoking, drinking, fight, envy,).

And you should know that things like that are a great enemy of success and even of God. So, if you have these bad elements in your life, how will you achieve success? There is no way!

And also, they can teach and advise you directly. But, what do your friends teach you? When you ask them for advice do they inspire you positively or teach you the bad stuff.? A lot of people have regretted lifelong decisions just by listening to the advice of friends. 

The company you keep has the power to influence and change you. Never forget that a positive influence will teach, motivate, and brush you up for success. While a negative influence will inspire you to become a bad person, change your good nature, and leave you with regrets in the end.

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The 3 Step Process to Building a Profitable Pitch

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As a communication coach, one of the top questions entrepreneurs ask me is how to deliver a winning pitch to potential investors. They want to know if there’s a magic formula to get an investor to say yes and buy into their dream and their business. (more…)

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The 4 Pillars of Wealth and Abundance

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Have you ever wondered what the formula for a wealthy and abundant life is? Many people have. Lots has been written about the subject of wealth creation and living an abundant life. It was a breaking point in my journey and pursuit of success when I found out that there is a clear path to achieve success in life. Thanks to those who have shared their journey, we can clearly see and follow the principles of prosperity. (more…)

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Here Are 4 Reasons Why You Should Have a Podcast, Youtube Channel or Online Show

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Confidence comes from a place of strong understanding of self. After close to three years on radio, I’ve grown from a shy introvert to a shy introvert with an extrovert persona. When the mic is turned on, I can channel a version of myself that some say is attractive, strong, and of course, confident but it wasn’t always this way.

What I want to share with you is what I discovered on this journey into broadcast that you can apply to your life, your ventures, and your personal development. This doesn’t require any fancy gear. It does require a leap of faith on your part because once you go down the road of media; it can change your life.

1. Perceived Expertise

When you go to a doctor, you expect their knowledge will guide them to a solution to your problems. When you have a show, you become your listeners’ doctor. For all the multiple thousands, maybe millions, of YouTube channels, podcasts, and user-created content in the world, each person that gets behind a mic takes a position on their passion, their opinions, and their themes.

They challenge the status quo for the benefit of their listeners in hopes to entertain and educate. With consistency on your side, those fans place you on a platform and give you permission to influence them.

2. Global Acknowledgement

One of the benefits to increasing confidence is when you receive thank you notes from people you may never meet. The feeling of enriching someone’s life from halfway around the globe, provides validation you’re enhancing someone else’s life with your wisdom and your wit.

The very first time I was told I was making a difference in someone’s life in a country other than my own, I felt like I caused massive impact that transcends my circle of influence. When you experience just how much you can cause impact and it comes back to you, it’ll change your worldview.

“Be grateful for what you have and stop complaining – it bores everybody else, does you no good, and doesn’t solve any problems.” – Zig Ziglar

3. Backed By Numbers

One of the most exciting ways to measure success is to quantify your growth. It’s not enough to just broadcast. Having subscribers and downloads helps to know, numerically, how well you’re doing. Word of caution. This can be a way to set yourself up for distress because of number envy but if you understand what the numbers mean; you can control the narrative of the numbers.

The major number that makes most people smile is 10,000. I’d advise it to be 1. Here’s why. As you grow in your industry, so does your reach. If you learned that the one person that subscribed totally changed for the better because of you, wouldn’t that be worth the effort?

4. Effective Communication

While it’s not talked about much, having a show is documentation. You create a dynamic account of your life, your industry, and the pulse on what’s important simply by having a show. When you find a channel to improve your communication skills, you demand attention and people will listen to you. You become more trusted as a leader and people will follow you once they believe you can lead them to their wants and needs.

“To effectively communicate, we must realize that we are all different in the way we perceive the world and use this understanding as a guide to our communication with others.” – Tony Robbins

These insights have helped many people become leaders and, ultimately, move others to their best selves. It’s worked for me and I hope it works for you. At the end of the day, it’s all about showing up and showing out.

Have you ever thought about having a radio show? If so, what would you talk about? Let us below!

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