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Does this thought resonate with you? “I’d need to be a born salesperson to be good at it - but I am an introvert, so there is no way I can sell well!”?
Does this thought resonate with you? “I’d need to be a born salesperson to be good at it - but I am an introvert, so there is no way I can sell well!”?

If you’re an introvert just starting out in sales, and are struggling, then keep reading I am about to help you.

First of all, let me tell you a bit about me just so you know a little about my background. I’ve been selling for more than 20 years now, and while I don’t consider myself an introvert, I have trained many sales reps that had the same belief as you do.

Let’s look at that belief in detail and break down what is true and what is not.
Do you really need to be naturally good at sales to sell well?

 

Let’s say you successfully

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In a previous post I went into a lot of detail about the sales process, here’s a quick summary:

The first thing is about building rapport with your prospect - getting their trust before you go any further;

Secondly, you need to qualify them to make sure they’re a good fit to work with you. You do that by asking specific questions (learn more in my How to Qualify post!);

After asking a series of strategic questions, you should get a pretty good idea of what the problems your potential client is looking for you to solve;

Now, it’s time to present your offer in such a way that positions your services as perfect solutions for your client’s issues - it should tick all the boxes your client is looking for;

After pitching your product or service, this is the time to handle any objections that may come up (there shouldn’t be any if you did your job right in the previ ous steps);

such as the price or any other questions; Finally, it’s time to seal the deal and simply ask for the sale. You do that as soon as you feel they are giving you buying signals;

If you are in the industry that has a long sales cycle you might need to follow up with this prospect over and over again up to the point of sale or rejection. Follow this framework and #alwaysbeclosing

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So as you see, the art of selling is all about understanding your prospects needs and providing a solution to their problems through your products or services.

So as you see, the art of selling is all about understanding your prospects needs and providing a solution to their problems through your products or services.

Once you have mastered this simple framework and are able to get results with it when you follow it 100% - you can start experimenting and breaking some of these rules … but this happens only after you achieved mastery first.

 

Presenting your offer in a way that solves their problem.

So as you can see the framework I outlined is very mechanical. But there is a part of it that will require you to develop some specific skills - like rapport building, or leading the conversation. This is the part that is usually hard for introverts. The beauty is that you can start learning these skills one by one and master them one at a time.

Rapport building is just an art of getting someone’s trust - the basic rule is to always find commonality with your prospect (something in common). To do that is super simple but requires practice. So get into the habit of looking for things in common with every new person you talk to. The more you practice the better you will get at it.

Leading a conversation is also simple - it is just being interested in the other person. Ask them a lot of questions and be very curious about them. Here again you will need to practice a lot.

My biggest advice for you to start getting some confidence is “fake it till you make it” - the truth is that although you are not an outgoing person by nature, everyone can pretend that they are for a short period of time. And until you learn these skills and they become easy for you, it will be uncomfortable, but you will need to push through! Believe me, not only it gets better but you will become amazing at every part of the sale. The only people who truly fail at learning sales are the ones who give up trying to get better at it!

If you are having a lot of difficulty with the idea of “changing” your natural way of interacting with someone in sales - I actually recommend that you look into taking acting lessons. It is a great way to learn the skill of becoming another person for a little bit to give a “sales performance”.

Leading a conversation is also simple - it is just being interested in the other person. Ask them a lot of questions and be very curious about them. Here again you will need to practice a lot.

My biggest advice for you to start getting some confidence is “fake it till you make it” - the truth is that although you are not an outgoing person by nature, everyone can pretend that they are for a short period of time. And until you learn these skills and they become easy for you, it will be uncomfortable, but you will need to push through! Believe me, not only it gets better but you will become amazing at every part of the sale. The only people who truly fail at learning sales are the ones who give up trying to get better at it!

If you are having a lot of difficulty with the idea of “changing” your natural way of interacting with someone in sales - I actually recommend that you look into taking acting lessons. It is a great way to learn the skill of becoming another person for a little bit to give a “sales performance”.

 Hope this helps - Alex

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