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?
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
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.
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.
Hope this helps - Alex