Come on - extroverts have to be better salespeople ! Right ? Yes & No. It's been awhile since I've discussed this topic and it happened to come up the other day during a coaching session with a new client.
In my humble opinion ( I said humble ), there is no definite answer for sure. But a lot of experienced sales trainers like myself would say that introverts make better salespeople. Please remember that when you throw around the definition of someone's personality traits or type that it is very easy to be wrong and even if it it happens to be right, how was the determination made ? By psychological testing ? Where, when, by whom, and where did the test come from ? And all other kinds of evaluating factors.
All of that said, why do I bring it up as a topic ? Because it can be a real eye opener for some of us about the sales profession and some factors that affect success. There is no one personality type that will guarantee success. But, some of the most successful sales professionals I have known over many years are admitted introverts. How could being an introvert contribute to a salesperson's success ?
Here's some considerations for you to debate. Introverts tend to be better listeners. Introverts tend to be more analytical. Extroverts tend to talk too much. Extroverts tend to be less organized ( gunslingers ). Extroverts tend to border on the line between too much self-confidence and cockiness. Introverts tend to be more open to change. Introverts take notes and come with questions prepared to presentations. Introverts are more methodical in their approach. Extroverts base a lot of their self-confidence on their ability to "wing" virtually every situation and still be successful.
Now before all of you extroverts start screaming and telling me I've lost my mind. There are many exceptions to everything I've stated. I know introverts who are scared of their shadow and should not be in sales. I know extroverts who are the exact opposite of my observations ! But, by and large, the issues I mentioned are the ones that I have to work with most of the time with extroverts.
Whichever classification you feel you fall into - extrovert or introvert - please don't be offended by the topic or my assertions. Try to gain some insight that may inspire your growth and higher levels of success.
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first six months of this year to all new clients. (NOW EXTENDED THROUGH JUNE)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Monday, April 26, 2010
Sunday, April 11, 2010
NOTHINGS CHANGED - IT'S STILL A ####'s GAME !
That's right ! Lots of changes have taken place in technology, in various insights to building relationships that result in profitable sales, that the economic tragedies have brought upon us; but it's still a numbers game.
As a professional salesperson there is and always will be a correlation between your activities - the number of people you touch ( or touch you ) and your success. It doesn't matter whether we are talking cold calls, networking activities, social networking on the internet, emails, various campaign steps, hand written notes, number of times you ask for referrals, etc. I could go on forever with all of your normal ( possibly some you view as abnormal ) activities that will influence your success and enable you to seize opportunities. It boils down to how much you really do vs. how much you think you do.
Sales reports, CRM databases, or whatever else you utilize to track your efforts has to be the measurement for you to monitor. It has to be the yardstick to measure your potential for success.
And from what I see there is an awful amount of gunslinging and lack of attention to details. Databases are not worth whatever somebody paid for them if they are not updated on a daily basis ( or almost daily ) to note your activities and results. Diligent management of your database can be the greatest tool in the world to influence your success and income. But you have to take the time to update it and let it measure your accomplishments plus guide your continuing efforts with the efforts already made.
I understand that it is not easy to stay on top of your detailed efforts. Please remember the old axiom "that which gets measured is what gets improved". Exact numbers that measure your efforts are the only worthwhile indication of your efforts in all of the basic selling skills. This is how you can tell how hard you are working and feel good about your efforts. This is how you know to keep your "nose to the grindstone" - so to speak. You can't just wing it ! Well you can, and that's what the competition does hopefully. But not you. You know exactly how many cold calls you have made this week ! You know how many networking opportunities you have attended. You know how long it's been since you have had this client out for coffee or lunch. You know each time you have touched clients or potential clients in the last 30, 60, or 90 days.
I could go on and on about the need to define and number your specific efforts. It's a part of "goal setting 101". It's a part of your strategy to be the best you can possibly be. It's the best way to give yourself the discipline and encouragement needed to succeed to higher levels. GO GET'EM !!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients. (NOW EXTENDED THROUGH APRIL)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOESREMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".
HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!
Always remember - "people still buy people" and that's why we have sales professionals !
"The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
As a professional salesperson there is and always will be a correlation between your activities - the number of people you touch ( or touch you ) and your success. It doesn't matter whether we are talking cold calls, networking activities, social networking on the internet, emails, various campaign steps, hand written notes, number of times you ask for referrals, etc. I could go on forever with all of your normal ( possibly some you view as abnormal ) activities that will influence your success and enable you to seize opportunities. It boils down to how much you really do vs. how much you think you do.
Sales reports, CRM databases, or whatever else you utilize to track your efforts has to be the measurement for you to monitor. It has to be the yardstick to measure your potential for success.
And from what I see there is an awful amount of gunslinging and lack of attention to details. Databases are not worth whatever somebody paid for them if they are not updated on a daily basis ( or almost daily ) to note your activities and results. Diligent management of your database can be the greatest tool in the world to influence your success and income. But you have to take the time to update it and let it measure your accomplishments plus guide your continuing efforts with the efforts already made.
I understand that it is not easy to stay on top of your detailed efforts. Please remember the old axiom "that which gets measured is what gets improved". Exact numbers that measure your efforts are the only worthwhile indication of your efforts in all of the basic selling skills. This is how you can tell how hard you are working and feel good about your efforts. This is how you know to keep your "nose to the grindstone" - so to speak. You can't just wing it ! Well you can, and that's what the competition does hopefully. But not you. You know exactly how many cold calls you have made this week ! You know how many networking opportunities you have attended. You know how long it's been since you have had this client out for coffee or lunch. You know each time you have touched clients or potential clients in the last 30, 60, or 90 days.
I could go on and on about the need to define and number your specific efforts. It's a part of "goal setting 101". It's a part of your strategy to be the best you can possibly be. It's the best way to give yourself the discipline and encouragement needed to succeed to higher levels. GO GET'EM !!
LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients. (NOW EXTENDED THROUGH APRIL)
Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling
Challenge yourself to grow ! Challenge yourself to be more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.
Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !
NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOESREMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".
HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!
Always remember - "people still buy people" and that's why we have sales professionals !
"The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "
Sunday, April 4, 2010
DO YOU ASK FOR REFERRALS ? ALL THE TIME ?
First and foremost, please let me apologize to all my clients and followers for not posting an item here and on my Blog last week. I have excuses but you don't need to hear them so let's move on. I stand reprimanded !
Our Perspective this week deals with REFERRALS and their value to a professional salesperson. Specifically, do you ask for them ? Are you comfortable asking for them ? And why would somebody even offer a referral ?
Like most of the items I bring to my "coaching" practice ( notice I said practice ), most of what I've learned about asking for referrals and getting them has come from two primary sources. One being my mentors, George Dudley and Shannon Goodson plus # 2 mentor is Robert Cialdini, noted educator, author, and recognized authority from Arizona State University. Dr. Cialdini is the Regent's Professor of Psychology and Marketing.
Some of us have a tough time asking for referrals. The reasons are numerous and vary with each of us. But being a professional salesperson and better understanding what thought processes go through the minds of your daily contacts could be a awesome resource. Having a better understanding could ease some of your fears and add to your knowledge of how other peoples mind may work.
Referrals and the effort to ask for them is a challenge for most of us. And Dr. Cialdini explains through his various books that not only do most people in the business world enjoy helping someone else to be successful; he points out that there are times to ask which will give better results. His website is www.influenceatwork.com .
In such a short space ( intentional ) I can't give you all the awesome details. But overcoming any resistance you may have to asking for referrals could be a real boon to your success. I'm always amazed when someone ( a professional salesperson ) says to me "it's sure nice to get a referral because it makes my job so much easier". I then ask how they got the referral and they say by doing a good job for one of my customers.
I know from administering the exam that I provide to measure the "fears" of salespeople ( for many years ) that "Referral Aversion" is a common fear. I can only encourage you to learn more and make sure that you are doing everything possible to be the "BEST" at what you do for a career !
Our Perspective this week deals with REFERRALS and their value to a professional salesperson. Specifically, do you ask for them ? Are you comfortable asking for them ? And why would somebody even offer a referral ?
Like most of the items I bring to my "coaching" practice ( notice I said practice ), most of what I've learned about asking for referrals and getting them has come from two primary sources. One being my mentors, George Dudley and Shannon Goodson plus # 2 mentor is Robert Cialdini, noted educator, author, and recognized authority from Arizona State University. Dr. Cialdini is the Regent's Professor of Psychology and Marketing.
Some of us have a tough time asking for referrals. The reasons are numerous and vary with each of us. But being a professional salesperson and better understanding what thought processes go through the minds of your daily contacts could be a awesome resource. Having a better understanding could ease some of your fears and add to your knowledge of how other peoples mind may work.
Referrals and the effort to ask for them is a challenge for most of us. And Dr. Cialdini explains through his various books that not only do most people in the business world enjoy helping someone else to be successful; he points out that there are times to ask which will give better results. His website is www.influenceatwork.com .
In such a short space ( intentional ) I can't give you all the awesome details. But overcoming any resistance you may have to asking for referrals could be a real boon to your success. I'm always amazed when someone ( a professional salesperson ) says to me "it's sure nice to get a referral because it makes my job so much easier". I then ask how they got the referral and they say by doing a good job for one of my customers.
I know from administering the exam that I provide to measure the "fears" of salespeople ( for many years ) that "Referral Aversion" is a common fear. I can only encourage you to learn more and make sure that you are doing everything possible to be the "BEST" at what you do for a career !
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