6 secrets for introverts


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6 secrets for introverts

  1. 1. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard Way 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard Way Patricia Weber – Coach, Corporate Trainer and Certified Teleclass Leader THE BUSY PROFESSIONAL’S COACH For introverts who want to leverage who they are and ... be more successful in an extrovert world. http://www.prostrategies.comIf you are reading this, it’s because you either suspect you areintroverted, know you are or – know someone else who is! With any ofthese reasons I assure you, I personally know what it is like to be inthe business world where extroverts rule. What may be the onlydifference between you and I is where we call home to make our livingand what we do for a profession. Other than that, the way of businessfor us is more similar than different.Actually, extroverts probably believe they created the rules forsucceeding in business. I mean who else would come up with the ideathat “happy” hour is in a smoke-filled bar, with many, many people,talking loudly and face-to-face networking moving around as much asyou can meeting as many people as possible! Help me puke, please.I have assessed myself over the last 18 years repeatedly becausesometimes people just do not believe I am an introvert. Theassessments never, never change. I am, an introversion and intuitivetype personality. The difference I believe is that I have behaviors thatleverage my traits to my advantage to be successful in business.The business rules we think we have to play by are just that, rules wethink we play. My goal is that once you read this report or white paper,you will have the belief that you can leverage introversion strengthsand some of the smartest people will not realize you’re just playing thegame your own way.Let me share with you some observations of introverted traits thatwork positively for us in most professional and personal relationships.These are highlights from my six part audio ecourse, 6 Secrets toSales Success for Introverts! What We Don’t Need To Learn The HardWay.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 1
  2. 2. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayThis content introduces you to what I hope will be a different andencouraging perspective – that you can be who you are and stillsucceed in our business world where the extroverted rules.The secrets are in the truths for introverts are: 1. Thinking and planning inside my head is something I enjoy. 2. I don’t usually give personal information readily. 3. People say I’m a good listener. 4. I have good eye contact when listening. 5. At social events I lose energy as the event progresses. 6. Unless I know a subject well, I take time to reflect before I speak.Let these truths help you be more successful in your life and leavebehind the idea that you have to become someone you are not!Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 2
  3. 3. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayThinking and planning inside my head is something I enjoy.Come on now. I know this is you. Remember, I am an introvert. In a2005 Goals Survey at ThinkQT.com, with 32,896 ThinkTQ.comregistered users in the United States the results were amazing! Wouldyou believe, less than 12% of those tested say they put any planningin consistently? This means some 88% may want to have, to do or tobe something and yet they have no concrete procedure for seeingthem to fruition.You and I as introverts know how much we love to plan. We thinkthings through, speak plans to ourselves, write things out. Our head isthe sandbox for the playground of our life.I don’t know for sure but I would guess that as far as goalachievement in this ThinkQT.com study, I just bet most of that 12%are introverts. Don’t you?Please, consider this: our tendencies actually support a key factor inbusiness success: planning. Our thinking and planning can help usmore in our success than the average extrovert!Fieldwork: Use the time worn time management log in a different way.For the next week, log your “thinking and planning” time. Discover thecastles you are building in your mind’s sandbox.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 3
  4. 4. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayI don’t usually give personal information readily.Communications in business is the number one skill to success bymany surveys. In addition, there are studies on the customer side oftwo-way communications that point out qualities that we naturallyhave that buyers are craving.Fact is, as introverts we listen more than talk. Now guess what ourextroverted friends do more of? They talk! So, isn’t this terrific? And,it’s quite a coupe in the way that all is balanced in nature.Whether you are giving a sales presentation, holding a staff meeting orat a business-networking event, most people are more interested inwhat they have to say, not what someone else has to say. And we areright there ready to listen to them!By the time we are ready to offer personal information about ourselvesit is likely the time when we are at a heightened rapport in arelationship. That means what we do have to say will more likely belistened to and remembered.People won’t do business with an individual or a company until theyknow, like and trust you. Introvert and extrovert alike, this tends to bea dynamic in business. We are purposely, due to who we are, talkingabout ourselves little by little. In doing so, I believe we are moreeffective at helping people to get to trust us more.Fieldwork: At the next networking event you are at, do what you donaturally and best, focus on understanding and appreciating peopleyou meet.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 4
  5. 5. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayPeople say I’m a good listener.A recent study by Ramsey and Sohi in the Journal of Academy ofMarketing Science clearly establishes that a customer’s perception ofhow well someone who sells listens, has a positive association withtrust. Listening includes such behaviors as giving your full attention tothe customer, responding to acknowledge understanding and askingclarifying questions.In my corporate training programs for sales people, customer servicerepresentatives and organizational managers, I offer a six hearing aidapproach to listening: First, give your full attention to the person you are talking with. Second, sort through any filters or barriers to your listening fully. Third, anticipate keywords. Fourth, ask clarifying questions before you do your talking. Fifth, listen for feelings first and specifics second. Sixth, take notes of keywords, important ideas and the whole picture as you listen.And who holds the advantage to be able to do this best – the introvertor the extrovert?My friend, are you beginning to see or hear a pattern? I do hope thatyou are finding that many traits we may have come to think arehindering us in being successful are actually the most critically neededskills to bring to bear to success!Fieldwork: I can’t remember who I am borrowing this exercise from;it’s a variation from a professional speaker who specializes in –listening. Write down the top 5 speakers who you have heard speak.Write down the top 5 listeners who you have met this past week.Which is the harder for you to do and why do you think this?Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 5
  6. 6. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayI have good eye contact when listening.Most of the eye contact research being done recently is around peopletelling the truth. And there is substantial research that eye contactcommunicates caring and interest.In the medical field and in the professional speaking profession, thestatistics bear out that if you want someone to know, feel or see thatyou are listening to them, then you want to have eye contact withthem 60% to 80% of the time. More than this is staring and deceptive.Less than this is lack of sincerity or caring. This may differ in culturesoutside of the USA; actually, it does differ to degrees and by gender.The critical point in general is that eye contact when listening is apositive trait.Regardless of the reason that we behave this way naturally, ourtendency to have good eye contact is part of who we are as introverts,and quite sought after in communications!Fieldwork: At the next networking meeting you attend, once you havean extrovert on your radar screen, notice how much eye contact theygive you. If they are in this 60% to 80% of the time there’s a highdegree of likelihood this is a learned trait in their behavior. We asintroverts have this naturally.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 6
  7. 7. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayAt social events I lose energy as the event progresses.Bernardo Carducci, psychology professor and director of the ShynessResearch Institute at Indiana University Southeast in New Albany usesa party scenario to illustrate the difference between an introvert and ashy person. The introvert isnt afraid to talk to people but might standin the corner to take a break from the crowd. The shy person stands inthe corner because he feels he has no choice.Carduccis research shows there are far more SHY people thanintroverts. Actually, more than 40 percent of Americans are shy! Itmay well be the same in other cultures.Even with Carducci’s illustration, you may still not be clear. But asrelates to business networking, an extroverted sanctioned event, if youfind you also find your self-talk revolving around the words, “a bunchof people,” “want to puke” or “got to take a break,” it’s likely you’reintroverted and you only need to tap your strategic nature to help witha few energy boosters during such an event.I will usually excuse myself within about 30 minutes of being in anygroup. It’s as easy as saying something like, “Would you excuse mewhile I go get a drink?” Now this is usually water with a slice of limefor me but you get the point. I purposefully meander over to the bar;in moving this way I get to have more time to recharge. Sometimes I’llsay, “Would you excuse me? There is someone I see who just came inand I promised I would connect with them?” It’s the same kind ofintention, just a different context.Another idea, before you begin your networking rounds, stand aroundthe perimeter of the room looking for the smallest group with whomyou can mingle. It will help maintain your energy as you move slowlyto join the mingling.Fieldwork: The next time you feel the energy vampire nipping at youat a network, take any one quick action you can to get an energy burst– totally fat free.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 7
  8. 8. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayUnless I know a subject well, I take time to reflect before Ispeak.I am married to an extreme introvert for just over 35 years. He hasadmitted to me that some times, when discussing something for thefirst time, he just speaks what’s on his mind. He doesnt reflect abouthow what he wants to say will affect who he is speaking with, or evenwhat he wants to say. In particular, these are times that he isconfronting a situation with one of his employees. I asked him; doesn’the even pause momentarily to collect his thoughts in some way? Theanswer over the years is always, “I wish I did!” He is an experiencedprofessional in his field so of course he does know his “subject well,”and can speak unhesitatingly and correctly in this context.If we tend to be more intuitive than feeling, we might also behave thesame way. In general, though, we tend towards contributing toconversations with well thought out and even innovative ideas.On the playground, after all, we gain our energy from the sandbox ofthinking and planning. The extroverts are in their own sandbox. As Ithink about this trait, for me what works in building my self-confidenceand self-esteem is to be clearly understood and know that people hearme as articulate when I open my mouth. Taking time to reflect ishelpful is many situations.Fieldwork: Notice how good you feel the next time you take time tocontemplate what you want to say. This is an energy-givingcharacteristic for us.Copyright 2006, Patricia Weber, pweber@prostrategies.com Page 8
  9. 9. 6 Secrets to Sales Success for Introverts: What We Don’t Need To Learn The Hard WayAs introverts we often show up in public just the way we are.Now, we don’t need to feel or think we are at the wrong place!The six secrets are truths for introverts and are just the beginning ofknowing that we bring balance to the extroverted world. We bringcharacteristics that are sought after in business. We can be successfulwith just who we are.There are many actions we can learn to take and “act out” to bring outthe extroverted qualities we might either admire or find necessary tomove us more quickly to success.In the meantime, do what we do best: contemplate how the six truthsof who we are and their effectiveness to us being able to excel insales, and sought after in leadership and most helpful to clearcommunications.I believe that through either my individual or group coaching, I canhelp you: - Play to your strengths - Clearly articulate and plan what specific extroversion traits you would like to put into action - Develop the skills you want to consciously and with ease - Seek and find business groups that you can leverage your natural tendencies - Overall be happier and more successful with who you are where you are.I’m happy to talk with you further about your goals. Just email me atpweber@prostrategies.com and we’ll plan things out from there.While you think things over – there is one more “bonus” you might beinterested in, my 13 day series of Truths for Introverts Who Sell! Sendan email to pweber-160980@autocontactor.com and follow the opt-ininstructions.Patricia Weber – Coach, Corporate Trainer and Certified Teleclass LeaderTHE BUSY PROFESSIONAL’S COACHFor introverts who want to leverage who they are and ... be more successfulin an extrovert world.http://www.prostrategies.comCopyright 2006, Patricia Weber, pweber@prostrategies.com Page 9