What makes a salesperson great? It’s a question that worth pursuing, especially for those budding salespersons who want to make it big in the industry. The very word “salesperson” evokes the image of a suave, fast-talking individual who will stop at nothing to get their way. While the stereotypes about salesperson are true to an extent, it’s important not to make generalisations. For instance, introverts are widely regarded by many as the awkward people who lack the communication skills to function in social situations.
So, as a salesperson, an introvert is probably the last person from whom you should seek inspiration. Well, you may want to reconsider your options. Though reserved and inward-looking by nature, introverts are blessed with lots of attributes found in the most seasoned salespersons, namely creativity, thoughtfulness and empathy. The first impression goes a long way in influencing the results of the sales process. And extroverts use their charisma, straightforwardness and social skills to the best effect every time they meet someone for the first time. However, as a salesperson, you can benefit from having a few other qualities. Interestingly, the qualities you need the most are what make introverts different from others.
So, let’s find out more about the traits of introverts you should use to improve the salesperson in you.
Introverts take their homework very seriously
So, how do introverts have the edge over extroverts when it comes to sales?
The capacity to understand the true needs of your customer is central to helping them satisfy those needs. This is the area where the introvert in you can be of great help. Most introverts have this knack of understanding matters on a deeper level. Whenever an introvert confronts a problem, they will run it through their head to see if they can help you with it. You don’t go and strike up a conversation with an introvert. They will pick you based on how good a prospect you might be for them. As a result, they know whether you have what it takes to be a potential prospect.
Introverts tend to be more observant
The words you utter only constitute roughly 7% of your communication. Everything else is basically conveyed through your body language. The ability to lay back and observe is arguably the most underrated and overlooked attribute in a salesperson. And, as you may know, introverts, in general, are deft at observing body language and tonal variations of people they meet. Being observant is a quality that will help you better understand the client. In sales, it’s all about understanding the pulse of the clients and offering them a unique buying experience. Being observant will help you achieve just that.
Introverts always have a plan
Extroverts are generally known for their spontaneity and tendency to go with the flow. They make up plans as they go along. Introverts, on the other hand, make a point of laying out a well-structured plan in place before planning to meet someone. This insistence on having a plan can do a world of good to the sales process. What you need is a solid plan that you can fall back on anytime. A well-built plan will give the much-needed assurance to potential clients. If you want to be a good salesperson you should deploy a proven system that can convert better. Be like an introvert, always be ready with a plan for every situation.
Introverts are good listeners
When it comes to sales, your listening skill is just as important as your talking abilities. Understanding the pain points of clients is a prerequisite for closing the sales process. Introverts by nature are good listeners who know how to adapt to the real needs of customers. Great salespersons always use their listening skills to better understand the problems of customers and offer tailor-made solutions.
Introverts invest in deep relationship
Introverts do not believe in growing their acquaintances just for the sake of it. Instead, they invest their time and energy into developing an enduring relationship with a selected number of people. Yes, they want to build deeper and more personal relationships that last a lifetime. When you are working your way through the sales process, building a stronger relationship with prospects will help you go even further. To a great extent, sales is the process of building a deep relationship with your prospects on the foundation of trust and freedom. Introverts always get a head start on this front because they are known for developing those types of relationships.
Introverts are born realists
Extroverts tend to get carried away during the sales process, failing to contain their emotions for the most part. They are also guilty of making extraordinary claims that are at variance with what they actually offer. Introverts, on the other hand, would want to tell customers about the ground reality and what they would eventually get out of the products or services they are being sold. This practice will go a long way in establishing the credibility of the salesperson and putting customers at ease before the purchase. The idea is to make the customers feel as happy and confident as possible during the buying process. Also, this puts introverts in a better position to sell more.
Introverts are more reserved
Extroverts are generally domineering types that do not shy away from making themselves heard. Introverts, on the other hand, are more reserved. They are the ones who like to get things done with a minimum amount of fuss. Studies have demonstrated how the pushy behaviour of the extroverted salespersons can turn customers off. It’s worth noting that most customers absolutely despise the prospect of dealing with such salespersons. This is why extroverts need to rethink their means of approaching customers and tone down the aggression. You must engage your prospects in a conversation that gives them a good value.
Introverts would rather not talk at all
Even today we regard extroverts as the most qualified salespersons because of their ability to perform cold-calling. Of course, you need to have a good amount of social skills and positive energy to actually engage in cold-calling. However, traditional cold-calling practices are slowly losing their way to more subtle marketing techniques like email and digital media outreach. While introverts may not have the social skills to excel in a cold-calling session, they can use other acquired skills to craft more empathetic emails and content that resonate with your prospects.
Contrary to what you’ve been told to believe, it’s not garrulous, smooth-talking guys that always cut in today’s content-driven digital age. Yes, the extroverts still have the upper hand over the introverts when it comes to one-on-one situations with customers. And they do have positive qualities that you will need to be successful. In fact, introverts need to develop some of these good qualities of the extroverts if they want to cut it in the industry.
The big idea is as to how these two brands of people at two ends of the social spectrum could mutually benefit from each other. Even if you are an unabashed extrovert, you need to develop some traits of introverts and see how you can use them to improve your ability to sell things. Similarly, introverts can learn a thing or two from extroverts as well.