Sales Myth Revealed – Part Two
Following on from yesterday’s blog.
Another myth that people believe is that you have to be an extrovert to be successful in sales. This is truly not the case. Both introverts and extroverts can do well in sales. The major difference between these two types of people is that extroverts tend to be interesting while introverts are more interested.
I have personally trained many hundreds of introverted people who have used my techniques and have become outstanding and successful in building relationships and creating new sales opportunities. Some of you may know that for 10 years I used to work for the world famous Dale Carnegie Training Organisation and in his best seller How to Win friends and Influence People, Dale Carnegie tells a story about a man who was invited to a party where he only knew the hosts. During the evening, he mingled with many of the other guests. Afterward, many commented to the hosts on what a wonderful person this new guest was. When asked what they found so interesting about him, the guests realised they hadn’t learned much about him at all. He had made them feel important by getting them to talk about themselves. He was interested.
I feel you need to have a bit of both qualities. You need to be obviously interested in your clients, but at the same time, you don’t want to come across as a wet lettuce.
However, if you keep your focus on asking questions about the clients’ needs, why they want to purchase what you are selling and you hear the emotions behind the words, then you will uncover more selling opportunities and create more sales. That of course all depends on the fact that you can provide what it is that they are looking for.
