|
|
Like this article? PLEASE +1 it! |  |
|
Sales Training Introverts Top Four Strategies for Winning Sales
| Guest post by: Patricia Weber |
Article Overview: Salespeople are not like Triple Crown winning horses. On a November day back in 1938, Seabiscuit was named horse of the year outrunning the Triple Crown champion, War Admiral. Horses only have until about the age of three to become Champions on the Triple Crown racing level, but salespeople have each day of their sales career to reach and exceed their sales goals.
 |
Free Download - Top 10 'Pain in the Business Butt' Reasons to Collaborate By Patricia Weber |
Sales Training Introverts Top Four Strategies for Winning Sales
It was the 1938 Pimlico Race that Seabiscuit outraced Triple Crown winner War Admiral. Why? Experts say that Seabiscuit held with the pack and was trained to start from the gate with a burst of speed right from the starting bell. It’s important that as a salesperson you find your starting bell - that thing that gives you the jolt into your daily activities that creates the highest payoff each day. And just what are those daily jolt activities, in particular for the introvert, shy or reluctant who sell?
Start each day in a way that will energize you in this extroverting activity of selling. This will be different for each of us. However, it is important in particular for introverts since the majority of our sales day will be a slow discharge of personal energy as we talk with prospects and customers. Energy can be physical, mental and emotional. Meditation, spending ten minutes reading something motivational, and even exercising before you start your workday can charge you up for the day.
Remind yourself throughout the day you naturally have all the skills that customer’s crave. Be yourself: focus on the customer. Listen to them as you normally prefer to listen to people before you speak. One four year study by David Kurlan, The Modern Science of Salesperson Selection, published five major weaknesses in the April 1994 issue of Inc. Magazine in an article called “Psyched Up or Psyched Out.” One of the weaknesses, the tendency to become emotionally involved, affects listening skills to become more self-focused rather than prospect focused. Our distinct advantage as introverts is being able to maintain focus, hear important points and maintain control of a meeting. That’s one of several important skills that in innate in introverts. Remind yourself of this!
Recharge throughout the day as needed to keep your optimism high. Over 30 years of research by Martin Seligman and his colleagues with more than one million salespeople have confirmed the importance of optimism in salespeople across several industries. It’s to a degree of being able to outsell from 20% to 40%. As introverts we tend to roll things over and over in our minds. Take time to think over positive affirmations. Find things to be grateful for. Stop, take a break, and recognize even the smallest sales task accomplishment. Listen to uplifting music to help sharpen this competitive advantage of optimism.
End your day inside your head again with a focus on your inner game. A Harvard study which compared more than 60,000 sales people, concluded that one common success factor was the ability to manage the "Inner Game of Self Management." They not only know the rules, strategies and objectives, but they manage their inner game. It is like the horse racing around the track with action, sweat and yet simply running the race. Get some good training or coaching. Learn the rules, the strategies, set your goals and then take those end of day contemplated actions.
In 1938, two hundred yards from the wire, Seabiscuit pulled away from his rival. He extended his lead in the horse race, finally winning by a clear four lengths. As long as you steadily increase sales, you have more than a horse’s three years to win the race of selling. What is going to be your starting bell? Plan your energized approach, practice optimism throughout the day, recharge regularly and focus on your inner game. Then race to the finish line of top salespeople.
Networking Tips for Introverts or How to Break The Ice Without Fear of Falling Through
Sales Training - short term or long term success?
Introvert Myth - Are Introverts Aloof Or Something Better?
Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Two
Sales Tip – Sell Yourself as the Expert to Stand Out and Above
|
About the Author: Patricia Weber RSS for Patricia's articles - Visit Patricia's website Click here to visit Patricia's website   Sales Digging In Progress Get Prospects to Listen to You Sales Training Top Salespeople Stay in Touch with Prospects and Customers Sales or Life in a Major or Minor Whirlwind Introvert Myth Are Introverts Aloof Or Something Better 3 Better Ways to Get Wows From Your Holiday Season Business Networking |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada
- Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
20 MORE Must-Have Search Engine Marketing Tools
Four Secrets to Earning Income as an Author
Download a template or see a lawyer?
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.