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Sales Tip – Sell Yourself as the Expert to Stand Out and Above

Guest post by: Patricia Weber

Article Overview: Salespeople who tend toward an introvert preference thrive on research. What and why is a research strength important in selling?

Sales Tip – Sell Yourself as the Expert to Stand Out and Above

Introverts can have the upper edge in a sales career as an expert when they understand the enormity of their strength as eternal learner in a sales career. To balance my bias as an INTJ, introverts can also fall flat with no success, not knowing how to position their natural need for research.

Consider selling as research. A 1999 scientific study in the American Journal of Psychiatry reported on PET scans in 18 healthy individuals. It reported a finding that the introverts higher brain activity is in areas of the brain for remembering, problem solving and planning. The extroverts had more activity in areas more involved in mental processing for listening, watching or driving. A prospect wants assurance about the right solution to their problem whether business to business or business to consumer. As an introvert, we enjoy listening over talking in initial encounters. We can ask probing questions to more thoroughly plan different alternatives to present with the right prospects. It’s introverts in sales being researchers.

Become a true expert. It’s true that introverts do their best thinking and planning with study and reflection. To bridge over from study and reflection to being known as an expert some more comfortable approaches to consider would be writing for trade journals, starting an online blog and volunteering for speaking engagements or radio shows. There are paid public speakers as well as actors and actresses who are introverts so don’t be deterred by a public speaking opportunity.

Research can be overdone. If you have done your research well, then you have discovered your prospect’s buying preference and want to sell to it. If they make quick decisions, then prioritize your research and plan to get it done sooner than later. Adapt to a prospect’s buying timeline instead of your preference to continue. Make your tendency work for you instead of losing a sale and a customer.

Prospects want salespeople to be prepared and everyone has high regard for experts in the field. Do your research, find a comfortable way to make yourself known as an expert and discourage yourself from falling flat with going beyond a preparedness that reflects the best of you.

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Article Tags: actors and actresses, american journal of psychiatry, areas of the brain, brain activity, business to consumer, customer prospects, enormity, extroverts, initial encounters, introvert, pet scans, probing questions, public speakers, radio shows, right solution, sales career, speaking engagements, trade journals, true expert, upper edge



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