Over the past several years, I’ve trained hundreds of MR professionals, 95% of whom were seller-doers. And there are two major reasons (ahem… excuses) that I’ve heard from these workshop participants as to why they can’t sell (ahem… don’t want to sell):
- “I’m an introvert!”
- “I’m not a natural born salesperson.”
Sound familiar? Let’s dissect these and bust apart these misconceptions.
“I’m an introvert!”
Most introverts think that only extroverts – those who thrive on proactively engaging with other people – can succeed at sales. And certainly, there are plenty of successful, extroverted sales people.
But the vast majority of seller-doers (with the emphasis on doer) are more introverted. The good news is, though, that introverts – by definition – come to the table with innate skills and traits that lend themselves to being very successful at sales. Introverts tend to excel by leaning into their preference for deeper, one-on-one interaction and thoughtful analysis. For example…
- Active Listening and Empathy: Introverts naturally listen more than they talk, allowing them to fully absorb a customer’s pain points, concerns, and subtle cues that an extrovert might miss while focused on what they’re going to say next.
- Building Trust: By genuinely focusing on the client and asking insightful, thoughtful questions, introverts make the customer feel truly heard and valued. This fosters a deeper, more authentic connection and builds long-term trust.
- Measured Responses: Introverts typically prefer to think before they speak. This means their communication is often more clear, concise, and considered, avoiding the risk of making rushed promises or overwhelming a client with a fast-paced, aggressive pitch.
- Research and Strategy: They often dedicate more time to thorough preparation and research on the prospect’s company and industry, enabling them to come into a meeting with more tailored ideas and recommendations.
- Focus on Solutions: Instead of “hard-sell” tactics, introverts naturally gravitate toward a consultative sales approach. Their goal is to identify a genuine problem and offer a viable, practical solution, making them ‘trusted advisors’ rather than pushy vendors.
- Composure: Introverts often maintain a calm and collected demeanor, which can put a client at ease. This low-pressure environment reduces client tension and resistance, leading to more productive and honest discussions.
- Deeper Connections: Introverts prioritize quality over quantity in their relationships. They are less focused on a quick, transactional sale and more on nurturing clients over time, which leads to repeat business and valuable referrals… the foundation of a strong sales career.
- Persistence: Their methodical nature helps them stick to a sales process and focus on the long haul, which is especially crucial in complex, long-cycle sales where patience and follow-up are critical.
- Networking: In networking situations and large group settings, introverts focus on one-on-one or small-group conversations for a deeper, more meaningful connection, rather than “working the room.”
Sales today isn’t about being the loudest voice in the room, it’s about being the most authentic, attentive, and trustworthy. And that’s exactly where introverts shine.
“I’m not a natural born salesman.”
I’ll let you in on a little secret… no one is a natural born salesman. Sure, there are plenty of people who have the gift of gab, are glib and articulate, and seem to be innately comfortable with their verbal communications. But that’s a long way from being a great salesperson… from understanding how to effectively work with buyer organizations… from understanding all the steps in a complex selling process.
The fact is, all of the steps and skills in selling can be learned:
- Building rapport
- Asking good questions
- Responding to objections
- Delivering compelling presentations
- Putting together great proposals
- Selling on value, not on price
- Leveraging LinkedIn for sales
- Staying in touch with clients between projects
- Effectively managing key accounts
- Crafting a sales plan
- And much, much more
All can be taught… and all can be mastered with good training, practice and repetition.
Bottom Line
Even if you’re an introvert, or don’t think you could sell a life preserver to a drowning man, let me assure you… you can sell. It’s all about a willingness to try. To ‘get comfortable being uncomfortable.’ To learn new skills and processes and put them into practice.
Good luck and good selling.
Want to take your first step toward enhancing the sales side of your seller-doer role? Learn about our popular sales training program here: www.sellerdoerworkshop.com