I’ll ask you, when you think of a salesperson, is this person on extrovert or an introvert? Your guess is correct; salespeople are usually thought to be extroverts. But to the contrary, when I began developing expertise in sales, I was able to challenge the notion that sales are an extrovert function. Actually, most of the traits that top earners have are mostly soft skills, and are not necessarily related to being an extrovert. I am not here to speak negatively of extroverts, because they are awesome and welcomed here. But I would like to speak on the superpowers of introverts and what we have to offer from a sales perspective. In reference to sales, I will discuss communication when educating on a product or asking for money. The following superpower may be very effective in sales for introverts so use with caution. 🙂 

SUPERPOWER – ACTIVE LISTENING

Not just hearing, but taking in the information of what the other person is saying. As an introvert, we’re not big on small talk, and we prefer not to have to do the talking. That makes us very good listeners. But if you’re listening to someone, and thinking about what you are going to say next when they’re finished, you’re not actively listening.

Here’s an Active Listening Scenario

Sales Professional: “Hello Dez, what are your goals for your business?”

Dez: “Profitability within the next 6 months, 50 percent increase in social media engagement, and I would like to hire three new employee’s in the next 3 months.”

While Dez is speaking, the sale professional is most likely taking notes, allowing Dez to fully express his goals for his business. While listening, the sales professional is thinking of ways to help Dez based on the information he was given. He’s written key words, and formulates a list of questions he would like to ask Dez as a follow-up. As an active listener, the sales professional has to listen to the prospective clients responses and hone in on that information to ask the right questions. Which allows him to better learn how he can service him. The difference for an active listener is they cater their sales response to the individual, as oppose to meeting with their client and having something already set for a yes or no type of conversation.

Here’s a Non-active Listener Scenario

Sales Professional: “Hello Dez, what are your goals for your business?”

Dez: “Profitability within the next 6 months, 50 percent increase in social media engagement, and I would like to hire three new employee’s in the next 3 months…”

As Dez is speaking, the sales professional is thinking, “Oh my goodness! I wish he would hurry up and finish so that I can tell him about my product.” The sales professional is having an internal dialogue. He just wants to get to his point; not taking in any of the information Dez is giving him. Not actively listening to your client is how you lose business. Click To Tweet Being an active listener allows the sales person to educate the prospective client on their product and services specifically for the betterment of their business. This attribute takes a sales person out of the realm of sales and into the realm of solutions. “Don’t sell the problem, sell the solution.”

Here’s a tip for the active listening introvert: change the conversation in your head.

The sales professional in the non-active listener scenario is thinking how he can get Dez to buy his product or services. If he changes the conversation in his head to how he can help Dez, he will be more successful. Why? Because you are no longer selling, you are providing a solution. Stay genuinely interested in the person, in order to know how you can help.

What introvert superpower will you tap into for your next sales scenario?

 

P.S. Want more tips on how to attract your perfect client and convert them to buyers? Join my mailing list for free tips on converting free calls to paying clients and immediate VIP access to my private community of introvert coaches here.