Sales as an Introvert

If you met me at a party I wouldn’t have much to say. If you sat next to me on a
long ight I may not say a word to you the entire trip. I’m an introvert. If you saw
me on YouTube, Twitter, Google Hangouts, in a TV interview or at one of my sales
seminars you would never know it has never been easy for me to start a
conversation with people I don’t know. After college I was terri ed to go on a job
interview, until I realized employers weren’t going to come to my house and hire me.
I had been selling cars for seven years and still never got comfortable saying hello
to a customer. Yet I still reached the top 1% of all the salespeople in the auto industry.
You can adapt, and be an introvert or an extrovert, depending on the situation. If you
are hosting a party you appear to become an extrovert to keep things going and
keep the guests happy, but when you’re a guest at a party you appear to become an
introvert. As a professional speaker and educator I become an extrovert in order to
deliver information. But when I attend seminars as a guest I am much more
introverted. So how do you become an extrovert in sales situations when you are
naturally comfortable being an introvert? I use these 7 tips to step out of my comfort
zone: 1. Get passionate. I get so excited about what I’m selling that I’m compelled to
share it with the world! When you are passionate about your product, idea or service
you pay less attention to how you are perceived. Instead you pay more attention to
showing that excitement for what you have to o er and how it will bene t the
customer! 2. Get out of your comfort zone once per day. It is very important for me
to do things that make me uncomfortable. You need to be courageous and make it a
point to face your fears, no matter how big or small. The single scariest thing for me
was visiting my customers or prospects in person. So that is the rst thing I did every
day to get over my fear, which instilled me with courage, belief in myself and
changed my focus from limitations to possibilities. 3. Say hello to everyone you
pass. I refuse to walk past any person without acknowledging them. I force myself to
look everyone in the eyes and say hello. This is like exercising, it builds a muscle
that enables me to decide at will when I want to be extroverted, whether I’m on a
sales call or any other situation. 4. Go outside. Literally step out of your comfort
zone by leaving your home or o ce often so you can socialize with people. When I
move to a new city I will go to the same place over and over until I am comfortable
and know everyone there. I have done this same thing with my children, bringing
them to the same grocery store every morning until they are so familiar they can talk
with the people working there as if they were family. 5. Help others make sales. If I
go a few days without making a sale for myself I immediately o er my help to other
salespeople. It’s a great way to get outside your own head, because with several
failed closes it’s easy to become introverted and anxious. But by working with
someone else’s prospects and having nothing to lose yourself you open up, feel
more relaxed and regain your con dence. Once you score a sale for someone else,
dive head rst back into your own prospects again. 6. Be so persistent it bothers
people. In life and business you won’t become successful if you never get criticized,
especially in sales. You need to follow up on customers so much that they actually
complain about it, and once they do you need to keep following up until they admire
you for your persistence. When you believe in your product, company and yourself
you will be willing to insist—and risk being criticized for it. 7. Keep busy. When you
are constantly on the go you don’t have time to be uncomfortable or doubt yourself.
If you’re busy you are always asking people for help, getting help, and talking to
people because you are running from one sales meeting or event to the next—So
get out and get moving! Hope this helps. Be great, Grant Cardone

© 2001 - 2019 Grant Cardone Training

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