The great cliché of sales shows us to a suited powerhouse with an assertive handshake, gleaming smile, and gregarious personality. We aptly question: how can a soft-spoken introvert fit into this mold?
At first it seems counterintuitive, but as instinctive listeners, introverts have a knack for subtleties. Bringing a natural honestly and reliability to a conversation, introverts are talented in forming a gentle, well-constructed sales approach—learn to capitalize on this skill, and you’ll discover your own matchless success.
Overcoming Initial Fears
Before moving past perceived shortcomings, question whether you’re an introvert or merely prone to shyness. Though you can certainly inhabit both character traits, the key distinction is that while the shy struggle to express themselves in a group, introverts are just more easily drained by these encounters.
If you’re an introvert, you’ll need to expedite that in-person exchange by carefully laying down the groundwork ahead of time; if shyness is your challenge, the trick lies in preparing with confidence and working through social apprehensions. Understand that every time you choose safety, you feed your fear; but in deciding to enter social situations regardless, you’ll bring normalcy to your experiences. Over time, you’ll feel more relaxed when communicating with others, eventually developing a permanent confidence.
Trust in Your Sale
Think of the last time you described your favorite film or story: were you especially animated? Did the words come more easily? The more passionate you are about something, the more likely you are to jump at the opportunity to talk about the subject. Research everything there is to know about your product, find all its wonderful benefits, and the introduction becomes easy. By having confidence in your product, service, or opportunity, personal confidence logically follows, leading to richer and more honest conversations with your target customer.
Behind The Scenes
Social media is the modern handshake of a sales exchange—warm up to your prospects through networking sites, communicate while in the comfort of your home, and create content that sparks interest well before that first in-person hello. Become active on LinkedIn, Twitter, Facebook, and Instagram; take the time to carefully express yourself through these outlets, show-off your product/s, and build your voice. Just like any other conversation, pay attention to your virtual audience, research those you plan on meeting, and understand their needs ahead of time.
Know How to Listen
If you’ve ever received an unwanted sales call, then you know how frustrating it is to feel like you’re not being heard. As an introvert, you excel at observing others; take advantage of this skill—it gives you a lead that hard-biting sales professionals often lack. Really listen to what your customers have to say, ask guiding questions, and consider all the ways you can help. The sale will follow naturally.
Pitch Perfect
While an outgoing extrovert may have an easier time “winging it,” an introvert’s intuitive mind has its own unequaled edge. The first step in preparing your pitch is to sit down, truly think through your sale, and communicate your excitement on paper.
Though you should never robotically read off a script, it is helpful to bullet out all the points you’d like to address so as to avoid any fumbles in the field. As you write through this list, imagine that you are speaking to one of your closest friends (as opposed to an unnamed crowd), as this will bring an added degree of authenticity to your eventual delivery. Think of yourself as a problem solver, as someone who is here to help, and you’ll find that perfect tone.
Calling with Confidence
The best sales professionals are those who are passionate, optimistic, and truthful—three character traits that are prevalent in both extroverts and introverts alike. The next time you find yourself muttering the words “I can’t” under your breath, stop yourself, realize that you have your own uniquely marketable skills, and resolve to sell with confidence.