| Introverts can have the upper edge in a sales career | | | | bridge over from study and reflection to being known |
| as an expert when they understand the enormity of | | | | as an expert some more comfortable approaches to |
| their strength as eternal learner in a sales career. To | | | | consider would be writing for trade journals, starting an |
| balance my bias as an INTJ, introverts can also fall flat | | | | online blog and volunteering for speaking engagements |
| with no success, not knowing how to position their | | | | or radio shows. There are paid public speakers as well |
| natural need for research. Consider selling as research. | | | | as actors and actresses who are introverts so don't |
| A 1999 scientific study in the American Journal of | | | | be deterred by a public speaking opportunity. |
| Psychiatry reported on PET scans in 18 healthy | | | | Research can be overdone. If you have done your |
| individuals. It reported a finding that the introverts higher | | | | research well, then you have discovered your |
| brain activity is in areas of the brain for remembering, | | | | prospect's buying preference and want to sell to it. If |
| problem solving and planning. The extroverts had more | | | | they make quick decisions, then prioritize your research |
| activity in areas more involved in mental processing for | | | | and plan to get it done sooner than later. Adapt to a |
| listening, watching or driving. | | | | prospect's buying timeline instead of your preference |
| A prospect wants assurance about the right solution | | | | to continue. Make your tendency work for you instead |
| to their problem whether business to business or | | | | of losing a sale and a customer. |
| business to consumer. As an introvert, we enjoy | | | | Prospects want salespeople to be prepared and have |
| listening over talking in initial encounters. We can ask | | | | high regard for experts in the field. Do your research, |
| probing questions to more thoroughly plan different | | | | find a comfortable way to make yourself known as |
| alternatives to present with the right prospects. It's | | | | an expert and discourage yourself from falling flat with |
| introverts in sales being researchers. | | | | going beyond a preparedness that reflects the best of |
| Become a true expert. It's true that introverts do their | | | | you. |
| best thinking and planning with study and reflection. To | | | | |