Selling isn’t easy when you’re an introvert. By its very nature, selling involves interacting with people, distinguishing yourself in a crowd, and putting yourself at risk of failure – none of which come naturally to those with a more introverted nature.
But despite these challenges, being introverted comes with its own secret weapons that can be wielded successfully when it comes to sales. You may be better able to keep your composure in difficult conversations, rather than becoming aggressive. You may be better skilled at forging connections with others, as many introverts have a keen, finely-tuned ability to listen to and empathize with people.
When you learn how to use these traits to your benefit, sales conversations can become fun (yes, even for introverts). Here’s how to do it:
Cold Calling Tip #1: Be Prepared
Operating off-the-cuff may feel especially difficult for introverts, who are already navigating the discomfort associated with cold outreach. Being as prepared as possible takes some of the uncertainty out of cold sales calls.
A few steps you’ll want to take include:
- Researching the person you’re reaching out to. Do a quick social media search to find any connections you have in common, such as schools you attended or previous work relationships. As an added bonus, putting a face to a name (even if you can only do so digitally) will help you determine how to customize your pitch so that it feels more personal.
- Determining exactly how each prospect could benefit from doing business with you. How exactly would your company’s products or services improve their business? What impact could you have on their bottom line? How would your offering help them more than if they worked with your competitor? Many companies leverage interactive value selling tools such as ROI or TCO calculators to collect real-time data from buyers and help quantify and communicate the value of their products and services.
- Preparing a script to work off of. You don’t want to come across like a robot in your sales calls, but preparing ahead of time with your own customized script and process will help you feel more confident when doing sales outreach. It’ll also ensure you hit any key points you might otherwise forget if your nerves get the best of you while you’re winging it.
Cold Calling Tip #2: Speak Like a Human Being, Not a Sales Drone
Plenty of introverts get tripped up in sales because they believe they have to act or sound a certain way in order to be persuasive. The result? Their delivery comes across as wooden or inauthentic, which alienates sales prospects unnecessarily.
Instead, just speak normally. Know the points you want to make (a script can help with that), but let your personality shine through. People buy from other people, and they prefer to do business with people they like. It’s incredibly difficult to forge that kind of connection when you’re pretending to be somebody you’re not.
You’re not an extrovert, and you’re not playing a part in a play. There’s no reason to put on an act when cold calling new leads. What’s most important is that you convey confidence, honesty, and intelligence to your prospect. Focus on letting these qualities shine through in your conversation, while keeping things direct and straight to the point.
Cold Calling Tip #3: Anticipate Objections and Rejections
One of the reasons introverts struggle with sales – and with cold calling in particular – is a fear of the unknown. What if the prospect you’re calling on gets upset that you’ve interrupted their day? What if they challenge you on something, and you aren’t able to come up with a good response on the fly?
While it isn’t possible to anticipate and prepare for every possible outcome, identifying potential objections and rejections ahead of time gives you the opportunity to think through an appropriate response before they happen. That way, you’ll be more prepared to either resolve problems while you’re on the call or to ease concerns so that you can pave the way towards a good future conversation.
As an example, imagine that you’re an insurance agent calling a prospect about a new policy. Chances are the lead has reached out to a few of your competitors as well, so what concerns or objections do you anticipate them having? A few you might want to be prepared to address include:
- How your pricing compares to others (especially if your policies tend to be more expensive)
- What your policy covers
- How they can access services if they have a claim
- Any negative reviews your company has received online in the past
Being prepared to address these concerns as they come up will make you much more likely to close the deal on your policy.
Cold Calling Tip #4: Record Important Information
As an introvert, simply mustering up the will to make the cold call in the first place can be challenging. But your work isn’t done just because you’ve hung up the phone.
Whether or not the call was successful, take the time to write down important information. A few notes you may want to add to your CRM include:
- Was your prospect unable to commit? If so, make notes about what their hesitation was or what unfavorable circumstances they were facing so that you’ll know how and when to follow up with them down the line.
- Was the person you connected with a decision-maker? If your prospect was below the power line, get and record the name and contact information of the person you’ll need to connect with instead.
- Did you reach the prospect at a bad time? If so, add times they prefer to be contacted to their record and schedule a follow-up call for a more suitable time in the future.
Companies using an AI-powered sales enablement solution like Mediafly can seamlessly integrate with CRM to automate data entry. This ensures the most pertinent meeting notes and content presented always end up in the appropriate CRM contact record without creating more administrative work for sellers.
If appropriate, take the time to send a follow-up email highlighting key findings from your cold call. For instance, if you’ve scheduled a future call with the prospect or if you’ve asked them to connect you with someone else, summarize this in a message so that nothing gets forgotten. Follow-up email templates can also help expedite this process.
Succeeding in Sales as an Introvert
Being an introvert doesn’t mean you’re doomed to failure in sales – unless you try to mimic the approach taken by extroverts. Recognize the innate strengths you bring to the table as an introverted salesperson, and use the tips above to build your own sales playbook that works the way you do.
When you stop trying to emulate others and start working with your own strengths and advantages, you’ll see your sales performance start to soar.
Are you an introverted salesperson? If so, what other tips would you add to this list? Join the conversation on social.