As a CEO and founder of a company that mentors introverts, many people find it surprising that I only admitted to myself recently that I was an introvert. Which is crazy since I remember being in the 2nd grade absolutely horrified that the teacher might call on me and the entire class might stop and look at me all at once! I used to hide at lunch time in high school because I was too embarrassed to ask someone to sit with me. Because the truth is, I thought being an introvert meant that something was wrong with me.
Fast forward a few years and I somehow ended up with a job in corporate sales. I forced myself to attend conferences that drained me, pretended to be someone outgoing, attempted to make small talk and did all the things I thought I needed to do to be a high performer. But I finally got to a point where it was just too exhausting. But the incredible thing was that once I started being myself, I became every more successful.
When I started teaching others how to sell and grow their business revenue, I finally realized that I had adapted my introverted style to work for me. Not only was it not a flaw or something I needed to change, it was my greatest asset. It might be yours too. So I created five simple tips for my introvert friends about sales that I want to share with you.
- Be the REAL You
The key to confidence in sales is knowing and owning your sales style. Many people have a false perception that they must be pushy or “salesy” to sell. You don’t. You can be quiet, introverted, goofy. You don’t have to fake it, you just have to be you (in the way you are most comfortable)
2. Make It Personal
Your story is what makes you unique and memorable. Talk about yourself and what makes you unique. Your hobbies, your family, your love of pickles, whatever. People remember the person not the product. And no one can question your expertise in yourself.
3. Don’t Quit Before You Get Started
50% of people I talk to say they are terrible at follow up. Newsflash – the money is ALL in the follow up. This is the single, easiest thing you can do to increase sales. The first time you ask if only the beginning.
Not everyone is ready to buy today. If someone tells you they are not ready or puts off the discussion, its ok. But you need to follow up. Tomorrow, next month, next year. 60% of sales are made after the fourth discussion yet 94% of people quit after the fourth call*. Those 6% are making a lot more money!!!
*From The Success Principles by Jack Canfield
4. Say Good-Bye to Guilt
Being confident in sales is about having the right mindset. If you feel guilty about asking someone for the sale you are already setting yourself up for failure. Instead, approach each discussion knowing that selling is serving and that you may have a “sacred contract” with the person you are talking to. You are sharing your special gift, your magic with someone. There are people who are as much in need of what you have as you are to share it.
5. Show Up and Be Seen
Not publicizing our gifts can be especially hard for us as introverts. Your amazing business shouldn’t be your best kept secret. And no one can find you if you are hiding your awesomeness. Take a baby step: post your writing on Facebook, show a friend your art, just take a baby step to showing someone your work. You may be surprised at how great it feels & what amazing feedback you receive.
Want to find out more about how to sell using your introverted strengths? I created a free video workshop called, “Quiet Selling” which is available just for the month of March. You can check it out here: http://bit.ly/2kqMmnY