THE SALES POWER OF THE INTROVERT
1. Establish Trust: Introverts have a powerful ability to connect one-on-one with whoever they are speaking to. They thrive on personal conversations, wherein they can build a rapport with one or two other people rather than a group. This trait is necessary for salespeople to acquire, as it makes prospects feel safe and heard. 2. Ask Questions : A long spiel about a product or service is overwhelming, especially when the person providing it feels like a total stranger. Before launching into a pitch, an introverted salesperson knows to ask questions, begging the prospect to lead the conversation and push the salesperson into the appropriate action for a sale. 3. Keep It Relational: People remember stories. They want to hear stories of success and failures, often applying the lessons from those stories to their own lives. Introverts can captivate an audience — maybe that’s why so many introverts are also authors — and salespeople have to strike that balance between sharing stories and listening.
When we think of careers suited for extroverts, sales often springs to mind. After all, nothing could be more exhausting to an introvert than having to talk to dozens of people every day and maintain a positive demeanor to seal every deal.
However, a surprising study by the Harvard Business Review (HBR) disputes this belief.
The HBR reports that being an extrovert had no impact on a salesperson’s ability to sell; in fact, some of the negative qualities of being an extrovert, such as bravado and overt friendliness, are more likely to alienate customers. On the flip side, humility and modesty were two traits possessed by those who were 90% better than other sales people in their company. Interestingly, these traits often accompany an introverted personality. The reason, as Entrepreneur.com reports, is actually fairly simple. Being effective at sales does not require a profound skill for speaking or storytelling. Instead, salespeople need to be great listeners . This attention to detail and attentiveness to their subject is often found in introverts. Now, that doesn’t make extroverts bad at sales. Instead, you can harness the power of the introvert and spread the wealth among your sales team by doing the following:
For more guidance on how introverts can maximize a sales team, pick up Matthew Pollard’s book, “The Introvert’s Edge.”
EMAILING JUST GOT MORE EFFICIENT THANKS TO SUPERHUMAN, THIS MONTH’S BIZ TOOL
features is the ability to “unsend” an email. We’ve all been there; right after you press send, you notice you spelled the recipient’s name wrong or you left off some crucial information. This feature allows you to fix errors before the mistake is ever noticed. The Superhuman platform also allows users to scour their contacts’ social media and other accounts to find and attach a picture and other useful information to their contact. Rahul Vohra, who is also responsible for creating Rapportive, an early email extension purchased by LinkedIn, developed the company. Superhuman was met with extreme hype when it first debuted, but reviews have been split. The CEOs of both Crunchbase and Eat24 applauded the new program, while journalistic reviews have been critical of the program’s price and usefulness of its many features. If you’re interested in trying Superhuman, you must first fill out their survey. If they think you are a good fit for the program, it will cost you $30 a month.
Every year, many new cellphones, tablets, and other devices come on the market. New email platforms are also in the mix. Yet, while each new device boasts new features, email platforms remain rather stagnant. Superhuman, however, is setting to redefine the email platform game.
Superhuman claims to be “the fastest email experience ever made.” They believe every interaction on their website should take less than 100 milliseconds; that’s only one-tenth of a second! Superhuman is genuinely trying to make the email experience instant.
It’s not all about speed, though. Superhuman is also an upgrade aesthetically from its competitors. They’ve made the inbox crisp and clean, reducing unnecessary clutter. Soothing images also inspire and calm as you work throughout your day. Superhuman desired their platform to be “subtle, delightful, and gorgeous” since they claim the average person spends three hours a day using email.
Interested in giving it a shot? Head to Superhuman.com to learn more.
Superhuman is packed with other features unavailable to other platforms. One of the most unique and in-demand
2 | www.reiblaw.com
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