BRX Pro Tip: 2 Sales Tips for Introverts
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here. Lee, you have gone on record as being an introvert. Talk a little bit about being effective in a selling profession as an introvert.
Lee Kantor: [00:00:15] Yeah, I classify myself as a super introvert. I’m beyond the average introvert. That’s just my personality. And because of that, I kind of, that was the impetus for me to create the Business RadioX model to help me sell more effectively by having my best prospects come to me rather than me going out to find them and try to interact with them. I was trying to leverage my introversion to best serve myself.
Lee Kantor: [00:00:43] So, things that I find that are effective when you’re an introvert and you also have sales responsibility is you have to leverage your ability to be a good listener. Sales is more about asking the right questions than it is on being super friendly and outgoing because ultimately your prospect wants to solve a problem. So, if you’re able to focus on using active listening and discovering what your prospect really, really wants and what they really, really need, then you can determine if you’re a good fit for them.
Lee Kantor: [00:01:15] So, using your active listening skills and your ability to be patient and really understand a person’s problems is super important when it comes to sales because remember, ultimately your prospect wants to solve a problem. They don’t want to make a friend. And a lot of extroverts believe that, that they have to be a friend first. And then, if they’re a friend, then they can sell them something. In my opinion, it’s better to be a problem solver rather than a friend when it comes to selling.
Lee Kantor: [00:01:48] And that leads me to number two, you have to use your problem-solving skills. If you can use your critical thinking skills to connect dots in the way that most other people can’t, that’s going to help you become more effective. And once you’ve determined that you can help someone, then be generous and share some innovative ways to solve their problem, be seen as a problem solver, and that makes you a valuable resource for your prospect, that makes them want to do business with you.
Lee Kantor: [00:02:19] And so, if you can lean on your listening and problem-solving superpowers to help more people get the outcome they desire, you will sell more and it’ll be done with less stress and it’ll keep you being more true to yourself and not kind of fighting this introversion, but kind of using it as a superpower.
