I wouldn’t call myself an introvert. I thrive in social environments, love talking to new people, and genuinely enjoy a crowd, but put me in a sales environment, and I crumble. You see, as a person who craves positivity and avoids conflict, I don’t like bothering people. That’s the gamble you take in sales. Whether it’s a product or your own brand, you risk bothering someone who might not be interested in whatever it is you’re selling.
The Type A personalities are reading this right now thinking, “What’s the big deal?” But the introverts know what I’m talking about. It seems like the sales industry belongs to the sharks of the world. Most people would be surprised to learn that introverts have personality traits that are actually beneficial in sales.
Just think about the stereotypical salesperson – always intruding, pitching, and persisting until you buy. Compare that to the introvert – researching, listening, and reacting to what the other person is doing and saying. I don’t know about you, but I’d much rather deal with the latter than the former.
It doesn’t matter what you’re selling, it’s an intimidating process and requires stepping outside your comfort zone. Chances are you’re better at selling your own brand than you think, but if the idea is terrifying, follow these tips for success.
1. What Are You Selling, Exactly?
“Selling your brand” is such a generic term that you really need to stop and think about what it means. It doesn’t matter if you’re in network marketing or you’re a YouTuber; if you don’t figure out exactly what it is you want people to buy, they won’t buy anything at all.
2. ABY: Always Be Yourself
It sounds so obvious, but in a sales environment, so many people can lose sight of who they really are. We see one episode of “Mad Men” and think it takes a Don Draper to sell a carousel. But what people really want is authenticity. Be confident in who you are, and people are more likely to respond.
3. Know Your Story
Have you ever been asked “What’s your story?” Were you stumped as to how to respond? “What’s my story? Um, well, I’m from St. Louis, and then I went to college after high school…” And the person asking has already stopped listening.
The “and, but, therefore” narrative structure is your friend in crafting a personal story that can draw people in to who you are. If you were paying attention, I used it at the beginning of this article:
- I’m not usually an introvert, and I thrive in social situations.
- But I crumble in a sales environment.
- Therefore, I follow these steps for success.
The “and, but, therefore” structure is a tale as old as time. Use it to describe who you are and why it drives what you do, and people will connect more with what you offer.
4. Put Yourself in Uncomfortable Situations
Now we’re getting serious. The best way to get over the fear of selling is to find a place where you can practice facing that fear. Isagenix University in Action is an excellent example of an event that will force you outside your comfort zone. Mentors and trainers with decades of experience guide participants through the art of selling their brand, but the heavy lifting is still on the guests attending. There’s even a UIA coming up in Dallas for those who want a crash course.
5. Leave the Guilt Behind
And finally, the most difficult step of all. You know those moments at a party or social function where you said something a little weird and you stress about what everyone might be thinking about for days after? Well, let me be the one to tell you that no one cares, and everyone forgot the moment you walked away from the conversation.
It’s the same in sales. If someone responds negatively to your story or replies with a rude “no,” they don’t carry that moment with them forever. People go on with their lives just like you. So, the next time you freeze up at the idea of approaching someone with your pitch, know that your worst-case-scenario is soon to be forgotten. But, I think there’s a much better chance you’ll leave a lasting impression and have people wanting to know more about what you have to offer.