Get my free Sales Jumpstart Kit!<\/a><\/div>\n<\/div>\n\n\n\nTIP 5: Ask open ended questions to keep your prospects and leads talking.<\/h2>\n\n\n\n
The fifth tip when it comes to selling more effectively as an introvert is to ask open ended questions to keep your prospect talking. The easiest way to do this is to remember the stem tell me. <\/p>\n\n\n\n
For example, tell me about who typically makes these buying decisions for your department or for example, tell me about what were some of the challenges that you face the last time that you engaged an SEO agency. By asking this sort of question, you’re opening the door for your prospect to take the conversation where they’d like to go and provide you with more feeder material to continue on the conversation. <\/p>\n\n\n\n
Aside from the, tell me stem, the other great question stems to remember are the five W’s, which are, Who, What, Where, When and Why as well as How. By asking these questions, you will always have a new question that you can ask your prospect to learn more about their needs and help them meet their goals. Why and how questions are always my favorite types of questions to ask, because they really help the prospect think deeply as to why they are coming to you with their potential problem.<\/p>\n\n\n\n
TIP 6: Be the facilitator\/guide for your prospect and let them take the lead.<\/h2>\n\n\n\n
The sixth tip when it comes to selling more effectively as an introvert is to be the facilitator. In other words, let your customer leads you to where they need to go next. Be the person that summarizes the meeting effectively for your prospect and ask the general questions of what needs to be done next. This will help and guide your prospect through their buying decision and make them feel like they are in control at all times. <\/p>\n\n\n\n
One of the most powerful ways to close more deals these days in the age of the empowered consumer is to make the consumer feel like they are always in control as to whether or not they’re going to be making this purchasing decision. <\/p>\n\n\n\n
What this means for you is that after every single meeting, for example, a discovery call or a closing conversation, summarize the key takeaways for your prospect as to what both of you agreed and discussed. From there, always make sure that you have next steps and call to actions for both you and your prospect to hold them accountable. Having these sorts of pieces in place allows your prospect to feel like you are always moving and making progress towards a solution to their potential problem. This can also be done all behind the scenes via email, following a call. <\/p>\n\n\n\n
Something that I used to love to do was always telling my bigger clients that they’d have the notes from this meeting, as well as next steps clearly outlined within 15 minutes. What this helped build was more trust with my prospects because they knew they could count on me to provide those helpful notes and keep the ball rolling and solving their problems. Remember sometimes the most effective salespeople don’t actually sell anything. All they do is help their prospects connect the dots. What that means is that if you can help your prospects connect the dots and their buying process, you can actually be a super effective salesperson.<\/p>\n\n\n\n
TIP 7: Build your days to work for you.<\/h2>\n\n\n\n
The seventh tip when it comes to selling more effectively as an introvert is to build your days to work with you, as opposed to against you. Figure out when you are most in flow and schedule your days around those flow times. <\/p>\n\n\n\n
If, for example, it’s in the morning, that may mean putting your one or two key meetings for the day in the morning. If it’s for the afternoon, then it may mean that you want to layer your meeting after your lunch breaks, that you have some good energy levels heading into those key meetings. If you work in a traditional office space, consider when your office is quietest. This will allow you to minimize for potential distractions, as well as take more calls from your desk, as opposed to having to book out a conference room.<\/p>\n\n\n\n
Big takeaways<\/h2>\n\n\n\n
There are two big takeaways that I want you to remember when it comes to selling as an introvert. <\/p>\n\n\n\n
- The first tip that I want you to remember is that selling as an introvert is only a disadvantage, if you let it be. Don’t psych yourself out, just because you’re an introvert in sales. In many cases, introverts in sales actually sell more effectively because they’re able to listen to what their clients need and deliver on those needs. This can mean more upsells for you, more cross sales for you than your extroverted peers. <\/li>
- The second tip is to always remember that when it comes to sales conversations, if you ever feel overwhelmed by the amount of energy you’re having to expend, just ask your prospect an open ended question, remembering that tell me stem can be an easy way for you to punt the conversation back to your prospect, to allow them to share even more about their potential pain or problems or urgency around their problems. <\/li><\/ol>\n\n\n\n
Remembering these two things can be crucial for your success.<\/p>\n\n\n\n
In my next article, I’ll go over the nine most powerful sales questions that you can ask to sell even more with your prospect and close, bigger deals.<\/p>\n\n\n\n
If you liked this article, be sure to check out my YouTube channel<\/a> to get new videos every single week. I’ll help take you from zero to self-starter as you grow your business, get more customers, and hone your business acumen.<\/p>\n\n\n\n