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Manage your business 30 June 2021

9 Sales tips for introverts

A career in sales offers high income earning potential, but it can be daunting if you’re not a natural conversation starter. The good news is that there are tricks to help get you out of your comfort zone and on the road to success in your sales job.

Grant Cardone

1. Get passionate

If you’re excited about what you’re selling, it’s easier to (want to) share it with the world. Becoming passionate about your product or service gives you confidence in what you’re selling and being able to show what it has to offer instead of how you are perceived.

2. Once per day, do something that scares you

You can only grow if you step out of your comfort zone, and while no one likes being uncomfortable, there is value in making the most of your discomfort. You need to be courageous and make a point of facing your fears, no matter how big or small.

If the scariest thing is visiting a customer or prospect in person, that’s exactly what you need to do every day. The more you do it, the more comfortable you will become with it and prove to yourself that it is possible. Most importantly, it will instil courage and self-belief in you, which will change your focus from limitations to possibilities.

3. Be persistent even when criticised

While receiving criticism is a stressful experience for a salesperson, it can be helpful, and it’s vital that you move forward. Knowing what you’re doing wrong and what’s keeping you back are as important as knowing the right things. The trick is to focus on what the person said, not how they said it.

4. Say hello to everyone you pass

Acknowledging someone is a powerful tool to connect with them, but first, you’ll have to muster the nerve to do so. A good starting point is to look everyone you pass in the eyes and say hello. This builds a habit and structure for engagement, enabling you to step into a conversation, whether in a sales situation or otherwise.

5. Observe people for their differences

After a series of failed sales calls, you may start to see all prospects as likely rejections. What you need to do is take a moment and observe how people are different from one another. This will stop you from thinking that everyone is going to respond the same way and being discouraged from making more calls.

6. Force yourself to be in public

Step out of your home and office often so you have more opportunity to socialise with people. Start by going to the same place over and over until you’re comfortable and know everyone there. Seeing that you’ve connected with strangers in the past will reinforce your capability of being able to do so in the future.

7. Deliver public speaking engagements

The only way to become comfortable speaking to people is to get in front of audiences. Join a supportive group with other novices, such as Toastmasters International where everyone is learning how to speak in front of others.

8. Stay busy

When you’re constantly on the go, you don’t have time to be uncomfortable. You must ask for help, get help and talk to people because you are running from one sales meeting or event to the next. So, get moving.

9. Help other people make sales

When you’ve been struggling to make a sale or have had a few failures to close, it’s easy to become introverted, anxious and full of doubts. An easy way to get outside of your thoughts is to offer your help to another salesperson. Working with someone else’s prospective customers and having nothing to lose yourself take the pressure off, leaving you feeling more relaxed and giving you a chance to regain your confidence. Once you score a sale for someone else, you’ll be more positive about your abilities and returning to your own prospects.