Confession of an extrovert salesperson
January 26, 2008
How do you think you can influence a person?
Yes, it’s the news on what I have learned today! I got to know a new friend today, an Indonesian named Leo. We met up when we played badminton this morning. He is working in IT security company, even though his position is Project Engineer, his responsibility is very much sales, deals a lot with presentation and sales pitch to sell his product/solution.
I can tell that he’s an extrovert, as he enjoyed very much to be with people. He played badminton not only 1-2 times a week, but 5-6 times. And his motive is to be with people, he enjoy meeting new people and get to know more and more friends. Being with people does energize him.
From his personality and capabilities, I can see that his job match his personality very well. As an extrovert, he should not find speaking is any difficulty, being with people is something that certainly he enjoys and being energized with, but surprisingly those are not the same with influencing people…
He confessed that just talking about the good and great things about his product doesn’t work well, what he found very important about influencing people and selling his product is the need of asking and listening. When selling, people is turned off when we do too much boasting, what works is asking about the process his potential client has, listen to them and eventually propose the solution or product.
It’s my second time I got this answer. Beforehand, in a Millionaire Mind Seminar with T. Harv Eker, I met a person randomly. She is a land banking investment advisor, I asked her, “Is it possible to become a millionaire without influencing people?”. The answer is obviously NOT!
Being successful need involve others in your vision and goals, you will have to work with people, and being a leader you have to be able to influence people. And here is what I asked her next, “How do you think you can influence people?“. The answer surprised me that time, “Asking!” Asking a question that makes people think and evaluate their current condition. That’s how you can eventually listen to their need and propose the solution.
Even if you’re not good with words, you can start practicing by asking and listening to people. Observe what they need, practice giving and sharing and eventually you can influence people.
Influencing people is also possible with introvert! Be confident of yourself!
What’s your experience in influencing people? Do share them in the comments.
For your success,
Robert
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5 Comments-->
I definitely agree with your point about needing to ask and connect with people in order to influence them. I’m not sure if the word “influence” is what I want to use, because it kinda implies my motives are what makes that person act. I’d like to think of it as inspiring the other person to act on their own volition.
Definitely agree regarding extroverts doing this naturally. Introverts do this as well, but tend to be selective as to who to engage with. Great post!
Hi Al, thanks for your comments!
I do see that influence is actually a neutral word, and what is important is the motive behind, some are using their capabilities to influence for their own selfish purposes, while some are doing it for completing the task being given, or the good things that others can have or do.
Influence sometimes is also about selling, how can you sell, either selling yourself or selling your product, influence itself is not easy, even more when you have to hold to your integrity.
When I told one blogger about my difficulty in influencing people, his answer encourages me, he’s saying to keep on giving and then one day something good will return to you.
Agree with you that introverts tend to select, not all people they want to engage with, and they enjoy very much one-to-one.
Thanks Al for adding your comments and sharing your input!
Really appreciate it.
Cheers,
Robert
After visiting http://www.whatcausespanicattacks.com, I have learnt so much more about overcoming shyness, and exercises to improve my social skills. It has definitely made a difference to my social life; you should check it out too!
I also deal a lot of sales and presentation in daily basic. I also an introvert and I really don’t like to talk too much. So I always listen and pay attention to what my customers talking about their problems. After that I provide a good solution for them and bingo, I make the sales.
Actually there are a lot of way to make a sale. For me, I prefer to listen more than just talking. A good question only comes out after listen and understand your client very well.
@shy, thanks for sharing the site!
@Harrison, thanks for sharing your story, it must be a challenge for you at the beginning, and how you have been successfully make the sales is really an inspiration.
First is asking and listening to their need, but I’m sure that you also show the courage to propose the solution and the product you’re selling.
And I second your statement, “a good question only comes out after listen and understand your client very well.” That’s a question that can make them think!
Cheers,
Robert