A Sales Secret: Don't Wait To Talk - Really Listen
Destination CRM, Monday, October 2,2023
Conjure an image of a successful salesperson, and it'll probably involve someone who is an expert at communicating. Loud, commanding, social. The salesperson has to be a talker, right?
They have to tell us all about the product they're selling and its features and how it's going to help us solve all those problems we're having. And so many people believe that the successful salesperson is probably going to be an extrovert, someone for whom talking comes more naturally.
But in recent years, this image has been dismantled as a misconception. In reality, what makes a successful salesperson isn't the ability to talk but rather the ability to understand customers' needs. Introverts usually excel at this-they're often great at reading between the lines and uncovering unspoken desires, and they're generally more patient and willing to listen.
The 80/20 Rule: Why Introverts Might Make Better Salespeople After All