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Guest post by Adam Honig – CEO of Spiro Technologies
If you ask someone to describe a typical salesperson, they would probably paint you a picture of an outgoing, room commanding, attention grabbing person. While there are successful salespeople that fit that description, there are also the more reserved, calmly focused, keep to themselves introverts that equally excel at sales.
It may seem counterintuitive that a profession built upon talking to strangers all day can be successful done by someone with solitude seeking disposition. But, there are plenty of introverted rockstar salespeople out there.
If you have a more introverted personality, how can you be the most successful salesperson you can be?
Besides using Spiro, the AI-powered CRM that build your confidence by helping you close more deals, here are 7 other ways introverts can build confidence in sales:
Sell a Product You Love
You should love what you do, and if you’re in sales, you should love what you sell. Even the quietest person on the planet will talk a bit louder and more enthusiastically when talking about something they are truly passionate about. If you believe in what you are selling, the confidence will come more naturally. It’s much easier to talk about a product you completely invested in.
Get a Morale Boost From Your Team
Introverts usually like to learn by observing. Watch reps on your team that are crushing their quota and pick up some of their sales habits. Try out their sales tactics alone, and soon you’ll feel comfortable putting them to use in your daily sales life. Listen to their stories of sales success. Confidence breeds confidence. Hopefully you’ll start to feel comfortable sharing some of your own successes with your team, boosting your morale and your confidence in sales.
Focus on the Endgame
Generally, introverts prefer deeper conversations to idle chit-chat. That can be difficult in sales, since building rapport with your customers is key to forming a lasting relationship, and this normally starts with some small talk. What introverts should focus on is the endgame – if you put in the time, you’ll have a deeper, real connection with your customers. One way to skip some of the small talk is by taking time to gather information on your prospect. This allows you to have a better chance of just jumping into real conversation about them and their company’s pain points.
Embrace the Facts of Sales
Introverts tend to be very introspective. Take that desire for internal contemplation, and mull over the hardcore facts about sales. If you digest sales stats showing you that it takes an average of 8-12 times to reach a prospect, then perhaps you’ll accept it as a truth of your chosen profession, and know that your success rate is actually pretty good. Take some of your much needed solitary time to think of ways to beat the odds, and then confidently hit the phones.
Use Different Ways to Communicate
What mode of communication do you feel most at ease with? For some introverts, texting is a very comfortable communication channel. Unlike the phone, texting let’s you think about your response without being put on the spot. And it’s a great alternative to long winded emails that tend to get buried in someone’s inbox. Try texting your prospects to build rapport and confidence in sales.
Don’t try to be extroverted. Try to harness the your great qualities and put your introverted characteristics to work. Any customer can see through a phony salesperson – it doesn’t matter what their personality type is. So don’t put on false “salesperson” pretenses . This will make the customer not trust you, and hurt your chances at closing the deal. Instead, if like most introverts, you like structure, embrace that and be the most organized salesperson on your team. If you thrive at writing, work to make your follow-up emails the best they can be.
Add Some Humor into Your Day
One way I think anyone can build some confidence is with humor. Next time you are feeling deflated, read a few jokes online and let out a big laugh. You see, laughter causes the release of endorphins and increases oxygen to the brain. This makes you feel good, be more relaxed and helps you move in a positive direction towards accomplishing your tasks. Also, if you do mess up, just laugh about it, and then build confidence by learning from your mistakes.
Don’t sweat it
It’s okay, everyone is different. Turn that into a strength!
Adam Honig is the co-founder and CEO of Spiro Technologies. He is a natural sales leader with a mission to help salespeople make more money using artificial intelligence. Adam has been a founder of four companies which resulted in two triumphant IPOs and two legendary mergers. His current company, Spiro, provides sales teams with an AI-powered CRM that helps reps reach 47% more prospects and increase monthly sales by 20%. Click here to learn more about Spiro.