Are you an introvert? How about an extrovert? Most people think that if you want to work in sales, it’s better to be an extrovert. But according to Matthew Pollard in his book The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, introverts are better at sales. This advice, if true, applies not only to people who knock doors, cold call, or work in a department store, but also to business owners.
One advantage, according to Pollard, is that introverts don’t have to rely on their personalities. Instead, they can develop a process that will ultimately prove effective. He states that there are seven steps to an introvert’s edge. I will discuss five of those steps for meeting new prospects.
1. “Establish trust and provide an agenda.” Building trust starts with connecting with people. Try to understand their background and look for aligned interests or areas of expertise.
2. “Ask probing questions.” Pollard writes that sales do not come because a person walks in and says, “Here’s what I sell; do you wanna buy it?” Instead, a good salesperson asks questions to find where an individual is struggling or uncomfortable.
3. “Ask to speak to the decision-maker.” You can waste time sharing information with someone who cannot decide. Always try to talk to the person who makes the final choice.
4. “Tell the story.” Once you have the information to identify the points of pain in the individual’s or business’s life, tell a story about how someone in a similar situation found help through your service or product. Paint a picture of how you’ll resolve their problem.
5. “Answer objections with stories.” Rather than pressuring them or using some jujitsu redirection technique, answer an objection with a story. Talk about someone who had a similar concern and how you helped them with your product or service. Telling a story “shifts the conversation from yes/no to ‘this is what happened when…’ and the takeaway….You are addressing their concerns without telling them they are wrong.”
These five steps can help you begin selling in a calm and thoughtful way. I also encourage you to buy Pollard’s book or borrow it from your local library.
Mark
Dr. Mark Edge
The WorkEdge Company
Telephone: 903-245-7851
Email: workedgetexas@gmail.com
Website: www.workedgetexas.com
Author of Holy Chaos How To Walk with God in a Frenzied Worldhttps://www.amazon.com/s?k=mark+edge&crid=3B1BM6W3LHOG0&sprefix=%2Caps%2C137&ref=nb_sb_ss_recent_2_0_recent
WorkEdge leverages AI as a resource. While this material was not written or generated by AI, some editing was informed by AI tools.