Truths for Introverts Who Sell: What We Don’t Need To Learn The Extroverted Hard Way – Part Five
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A recent study by Ramsey and Sohi in the Journal of Academy of Marketing Science clearly establishes that a customer’s perception of how well someone who sells listens, has a positive association with trust. Listening includes such behaviors as giving your full attention to the customer, responding to acknowledge understanding and asking clarifying questions.
===People say I’m a good listener.===
In my corporate training programs for sales people, customer service representatives and organizational managers, I offer a six hearing aid approach to listening:
First, give your full attention to the person you are talking with. Second, sort through any filters or barriers to your listening fully.
Third, anticipate keywords.
Fourth, ask clarifying questions before you do your talking.
Fifth, listen for feelings first and specifics second.
Sixth, take notes of keywords, important ideas and the whole picture as you listen.
And who holds the advantage to be able to do this best – the introvert or the extrovert? Yes; it’s a rhetorical question.
I can’t remember who I am borrowing this exercise from; it’s a variation from a professional speaker who specializes in – listening. Write down the top 5 speakers who you have heard speak. Write down the top 5 listeners who you have met this past week. Which is the harder for you to identify and why do you think this?
Many traits we may have come to think are hindering introverts in being successful are actually the most critically needed skills to bring to bear to success in sales and business!
Want to know if you are more introverted than not? Assess your degree of introversion at http://tinyurl.com/fhrev
Truths for Introverts Who Sell What We Dont Need To Learn The Extroverted Hard Way Part Five - To learn more about this author, visit Patricia Weber's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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America's #1 Sales Coach for Introverts, Shy and Reluctant - Being in sales for 30 years, and having success after success as an introvert may not be the norm. I'm here to encourage other introverts to succeed in sales!
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