Introverts are Salespeople, too! A Recap

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Education & Training with Sell with Soul

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Kicked off the Summer of Soul over the weekend with Susan Haughton's interview "Introverts are Salespeople, too!" Good show, great crowd!

Highlights from Saturday's show include:

1.       An introvert is a much better salesperson when approached, rather than when he does the approaching (when he attracts business rather than pursues it)

2.       An introvert needs to know what she's doing before she can project a confident attitude (she can't fake it ‘til she makes it)

3.       Being introverted is not the same as being shy

4.       Introverts can (and should) trust their gut - we have great intuition and a lot of common sense!

5.       Introverts can (and should) stay in their comfort zone when prospecting

#1 - An introvert is a better salesperson when approached, rather than when he approaches. Some might say that this somewhat negates the whole concept of being a salesperson at all - if you're just sitting around waiting for someone to knock on your door, you're an order-taker, not a salesperson. Hmmmmm, I don't think so. In fact, I think that attraction-based marketing is the wave of the future and we introverts might be ahead of the curve! People are tired of being sold, of being pitched, of being pursued. When they need information on a product, they'll go find it. And the trick is to be THERE when they go looking. We introverts are excellent lead-converters when the lead comes to us - DUE to our personality, not despite it!

#2 - An introvert can't fake it ‘til she makes it. When an introvert knows what she's doing, she projects an incredible can-do attitude because, well, she knows she CAN DO. We're organized, we're efficient, we're thoughtful and we're creative and we know we can get the job done. If we know how to do the job! Therefore, it's important that those who lean toward the introverted side of the scale focus on building expertise and knowledge before they prospect. If they're insecure in their abilities, they'll never leave the office.

That's enough for today... I'll pick this up later! Have a wonderful week, my friends!

 

The Sell with Soul Summer of Soul

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Rainmaker
114,885
Sheila Kennedy
J29 Project - Rochester, NY

Great points and I agree 100%.  There are many people out there who don't feel comfortable in a typical "sales" environment, but become the Subject matter experts you want in your corner when you need reliable info ... AND ... that will keep them coming back for more every time.  I am glad the seminar went well - you have so much to offer!  Thanks for the recap!

Jun 08, 2009 12:07 AM #1
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Thanks Sheila! A lot of people claim that introverts can't sell unless they "overcome" their personality... but I never did and I sold a lot of houses and cashed a lot of commission checks... so... WHATEVER!

Jun 08, 2009 12:09 AM #2
Rainer
48,230
Sara Goss
HatmakerGroup.com GMAC Real Estate - League City, TX
Realtor - Houston Bay Area, Texas

Hi Jennifer,
I think that attraction-based marketing is the wave of the future: my clients tend to find me, and I like helping them after listening to what their needs are. Certain personalities will never choose me as their agent and that is okay because we would not enjoy working together.

Jun 08, 2009 12:14 AM #3
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

I found that a lot of my clients found my non-salesy approach refreshing and hired me because of it! Maybe I didn't get in front of as many people as I could have if I used a different approach, but if I did get an audience - they were MINE!

Jun 08, 2009 12:17 AM #4
Rainmaker
560,622
Tim Maitski
Atlanta Communities Real Estate Brokerage - Atlanta, GA
Truth, Excellence and a Good Deal

Very good.  I'm a big introvert.  I've just embraced it and have done pretty well.  I usually wait until I am approached and I don't like to fake it.  I'd much rather immerse myself in something that I don't know and become an expert on it.

Jun 08, 2009 12:25 AM #5
Rainmaker
216,695
Dave Edwards
Dave Edwards Realty - Greenville, SC

Great thoughts!! Introverts are different but they can still get the job done!

Jun 08, 2009 12:36 AM #6
Ambassador
1,615,410
Harry F. D'Elia III
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

We all have the ability to sell in our personalities. Great post and reminder to all of us.

Jun 08, 2009 01:10 AM #7
Rainmaker
93,314
Tina Allen
Exit Realty Tri-County - Mount Dora, FL

Hi Jennifer,  I am definately not introverted, however, take a lot of that approach because I don't want to come across too aggressive.  I want everyone to feel comfortable and not as though I am just out for the sale.

Jun 08, 2009 01:22 AM #8
Rainer
73,527
Lisa Arnold
Weichert Realtors/Forked River - Forked River, NJ

Great topic! 

I like to think of myself not as a salesperson but as an assistant.  When people need help buying or selling, I'm there for them.  I guess it's part of the attraction-based marketing you mentioned.

 

Jun 08, 2009 01:37 AM #9
Rainmaker
784,620
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

Jennifer, after reading this I am wondering if I am an introvert disguised as an extrovert? or perhaps I am an extrovert with introvert tendencies...

OK, now you just have me all confused!

Jun 08, 2009 02:28 AM #10
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Excellent, Robert, that is my intent. Actually, a lot of people on the call Saturday expressed the same thing - that they wouldn't have thought of themselves as introverted, but perhaps they just didn't understand the difference between introverted & shy (stay tuned).

Lisa- Me, too. I don't sell anything!! But I'm an awesome "assistant"

Tina - Sounds good to me!

Harry - Absolutely - that'll be the topic of an upcoming SOS seminar - how to build a business without venturing out of your comfort zone (unless/until you want to).

Dave - Different is good...

 

 

Jun 08, 2009 02:33 AM #11
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Back to Robert - actually, after meeting you, I would say that you are more introverted than extroverted - and I mean that as a compliment... You are not shy, but definitely introspective, and lots of other good things I'd mention but my Extro friends might think I'm criticizing them!

Jun 08, 2009 02:35 AM #12
Rainmaker
784,620
Robert Rauf
HomeBridge Financial Services (NJ) - Toms River, NJ

So it is your job to confuse me now???  :) Now I am currious about the "lots of other good things"  HMMMMM....

 

Jun 08, 2009 03:40 AM #14
Rainmaker
76,436
Bridget Cella
Re/Max Connection - Sewell, NJ
e-Pro, Realtor

Wow, I just realized that I might be an introvert!  I need to check into this more.  Do you have any good reading for "introverts"? or any suggestions!  You may have just hepled me find my style.

Jun 10, 2009 12:55 AM #15
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Bridget - I hear that a lot! "Wow, I think I'm an introvert!" Unfortunately the term is taken to be a criticism, so people don't think it applies to them. As far as reading... there's a book called The Introvert Advantage which is pretty good. My book, Sell with Soul, isn't about being an introvert, but it's written by an introverted real estate agent, so the message thruout is very introvert-friendly. My next book (coming out this month) has a whole chapter on being an introverted real estate agent!

There's a page on my website you might check out: http://www.sellwithsoul.com/r_prospect.html - you can sign up for a newsletter there 'specially for us.

Rob - Did I answer your question? ;-]

Jun 10, 2009 02:03 AM #16
Anonymous
Mary Vance

Robert (and the rest of you extroverts out there) - I too am an extrovert!  That said, I'm also extremely intuitive and have good organizational skills and a great ability to listen.  The idea of door knocking turns my stomach and bugging my friends for referrals offends me.   I don't think introverts have the corner on these personality/character traits.

Jun 10, 2009 10:13 AM #17
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Mary - Hey, I'm not trying to insult anyone (although I know I manage to on a regular basis). The wonderful qualities of extroverts and introverts and everyone in between are not exclusive to any particular personality type. I just want introverts to know that the qualities "typical" to our personalities are not to be dismissed as unimportant in a sales career. xoxoxo!

Jun 10, 2009 11:21 AM #18
Rainmaker
539,227
Wendy Rulnick
Rulnick Realty, Inc. - Destin, FL
"It's Wendy... It's Sold!"

Jennifer - That is insightful information.  My introvert versus extrovert definitions have to do with where energy originates.  An extrovert is energized by socializing, an introvert can be drained, and needs to "re-energize" alone.  Bottom line, anyone can sell!

Jun 10, 2009 12:33 PM #19
Rainmaker
485,057
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Wendy - Mine, too. In fact, I have almost that exact definition in my book.  But it goes deeper than that, although of course, with personality, everyone IS unique and I don't mean to generalize. But if you talk to a group of introverts about the topics I mention in the blog, you'll see a whole bunch of eyes light up as they recognize themselves!

Jun 10, 2009 10:21 PM #20
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