"Curing" the Reluctant Salesperson

We are not "salespersons" at all but rather advisers, service providers, mind readers....and being introverted is not a handicap at all.

Hi Jennifer.  I am certainly not an introvert but I still couldn't agree with you more.

Jennifer Lee was also right on about being better listeners.

Thanks,

Ken

Hi Jennifer,

I have a suggestion.  I have never thought of myself as a saleperson either.  I am certainly no an introvert, but I do not like having MY privacy interrupted and how I agree with all that you said.  I feel there is one real solution to your image issue.  I have always been very proud of viewing myself as a REALTOR.  I never introduce myself as a salsperson anymore than a doctor would introduce themselves as "pill pushers".  You take the proper title that describes the COMPLETE job that you conduct, not only one small aspect of that transaction.  Have a great day as a REALTOR.

As long as you can socialize and be likes the personality type can become a mute issue. Generally speaking the extrovert is more aggressive.

Jennifer - I couldn't have said it better myself.  Thanks for the encouragement this early in the morning.  :)

Jennifer, I'm an INTJ I and can see where you are coming from. By the way, I attended your teleseminar yesterday and it was very worth while. Thanks.

I find I take introverts more seriously than I do extroverts when it comes to evaluating services.  Is this fair?  No, but too much extrovert "rah rah" leaves me cold and feeling as if someone is trying to SELL me, rather than help me with my decision.  Just seems fake and therefore, not as credible.

You don't need to be an extrovert to be a good negotiator or a good closer.  Some people think if they talk more - or louder - than the next person, they will somehow "win" when in reality, they are often so busy talking and being "social," they don't even realize they are being quietly finessed and outmaneuvered.  

Jennifer, I like your attitude!! And of course, you are correct when you say that introverts don't need a cure. Introverts have a different approach, that's all. And as you point out, it works just fine. Thanks for the reassurance... I think it's great that you've never made a cold-call or knocked on a stranger's door. You are proof that subtle approaches work just as well.

This is a great post! I too have never thought of myself as "selling" homes, but helping people with the process of buying or selling........there is a big difference. I am not super agressive because of this attitude!

I get what you're saying about what we're selling, but some people are argumentative and will just play symantics about it. I think I'll stick with the selling real estate wording. Regardless, we all need a kick in the seat of the pants at times.

In the words of a past President, "it depends on what the meaning of 'is' is."  What I mean is, sales can be broadly or narrowly defined.  I tend to think we are selling all day long.  Some of us just do it differently than others.  Have you ever considered that being so unlike other real estate salespeople is actually your 'value proposition'?  I think that great salespeople are of all kinds.  

Thanks for the great post!  I'm definitely going to subscribe =)

Is a beautiful post - so true.  In the last decade of so, I have had complete satisfaction and acceptance with my personality.  Sometimes I would wish to be that extreme outgoing guy telling all the jokes at the parties, but I like being the quiet introvert - and I still do love to sell !  I think it is an art - dealing with people, negotiations... geting deals closed.  I also believe the introverts have better listening skills which is also crucial to the selling process per se.

Great post, I am somewhat of an introvert, I can be a bit extroverted at times however when working I tend to listen and guide the client to what they want.  Years ago I worked in a furniture store, I hated the word salesmen, and I hated the force sales pitch, I hated when we were forced to sell add ons, or to keep asking for the sale at various levels.  Over the years, I built up a solid client base of repeat customers, simply by listening, guiding customers to what would meet there needs and by providing outstanding service, saying what you mean, and do what you say.  Where there times, did I attempt using a closer like, well let me go write it up, yes, but they were rare. 

The selling comes in all professions, that is the selling of yourself, establishing a repoire.  But hard sell, no place for it in Real estate, I guess being the somewhat introverted can be a good thing. 

Amen!  I'm really good at taking care of people - and that's what I think a true salesperson's job is.  The only thing we would be "selling" would be products/timetables that benefit US, rather than our clients, and that ain't soulful.  People come to us because they want the product that we're selling, we don't have to talk them into it, just help them find the right offer/home for them.