SELLING AS AN INTROVERT
It may surprise you that I’m an introvert.
When I let people know that I’m naturally shy and would rather keep to my own company they often don’t believe me. No matter how much people protest, the fact remains that I’m never going to be as outgoing or as much of a “people-person” as my mom. Where she loves talking to people and making new friends (and it comes naturally to her), I tend to be happy as a wallflower talking to someone I’ve known forever.
Even though I’m not as outgoing as my mom, I’ve still learned how to sell effectively. Whether working in a B2B, B2C, or a digital channel, I’ve been able to be an effective salesperson by leveraging the strengths I have as an introvert. Here are the top six things that I’ve learned to use to be a better salesperson as an introvert:
1. Guard your time
In my experience, there are times of the day when I’m most energized to speak with people. For me, that’s after my second coffee hits and I’ve looked over my emails to check for anything pressing. That’s when I have my highest energy level and can tackle as many energy-draining tasks as possible. I love my clients, and I can be most useful for them during this window of time before transitioning over to my easier tasks when my energy starts to drift. During these times, closing the office door or putting your phone on “do not disturb” can be helpful tools. Find your rhythms and guard your time carefully.
2. Listen
When you’re not talking, you have an opportunity to listen. If you’re in conversation with someone – from business or your community– take advantage of the opportunity to hear what’s going on with someone with careful listening. This is a crucial skill to develop for business success and it’s a foundation for some of the other skills in this list.
3. Ask Careful Questions
Crafting open-ended questions gives your clients and customers an opportunity to expand on what’s going on in their world. This can give you an opportunity to make sure you’re being useful and that you’re being efficient with your time. Neither you nor your customers want you to spend time on something that doesn’t help them in the long run. Asking questions thoughtfully will help you be effective with your time.
4. Develop Relationships
Smalltalk is draining. Is that just me, or is it most introverts? For me, it’s easier to talk to people when I know who they are and what’s happening in their world. The more touchpoints you have with your clients and customers, the more likely they are to trust you and come to you with questions or concerns. By the way, good questions and careful listening help with this!
5. Be Unique
Comparison is the thief of joy. Trying to be someone else or to have a different personality is a waste of your time and robs everyone of the special attributes you bring to the world. Take time to introspect to know who you are and find ways to be authentic to yourself while accomplishing what you need to.
6. Practice
Even if you’re naturally quiet, putting new habits or practices in place is something that takes time. Focus on one new practice at a time and give yourself grace as you work intentionally on these facets. Discover over time what works for you and what doesn’t, then go from there!
