** BeBG Closers Corner, is an authentic, true story collection, of lessons we have learned while in the sales field. All opinions are our own.
What is the biggest sales myth of all? That all sale standouts drive shiny red sports cars & love scotch? No, my sports car is white.
Is it that we are all extroverted, confident over talkers that can convince anyone of anything because growing up our parents told us so? Statistically, this couldn’t be further from the truth. Today, in the modern market, introverts are challenging that notion in an aggressive way. To me, it’s a beautiful thing & something we saw happen right before our eyes over the last couple of months.
One of our clients, a technical B2B service based company, brought us on after a hot new rebrand to implement an effective sales process & teach them how to successfully execute consistency.
Not a problem...except for the fact that they were all introverts. Especially one gentleman who wouldn’t look up from his shoes during our first couple of engagements. If I’m being honest, it was a first for us to have a room full of all introverts & I was nervous our effort wouldn’t hit.
So, I sought counsel from a few unapologetic introverted (self-proclaimed) colleagues & they reminded me of the cook vs. baker analogy.
The cook is the flashy extrovert that doesn’t measure, read instruction, or follow any sort of order to speak of but somehow...they, most often, create very tasty eats. The baker, on the other hand, is methodical, like the calculated introvert. They follow step by step processes, are meticulous about detail, & listen to instruction like no one else. When given the right tools, ingredients, & room to work, they can create some of the most beautiful edible goodies the world has ever seen.
After hearing this the light bulb went off, if we can focus less on the art & more on the step by step science behind our sales system, we may have an engaged audience after all. So we did. We re-wrote our delivery to focus on our proven process vs. the tricks we have learned over the years. We presented it in blocks and stages in systematic order with a little space beneath each, for each person to insert their unique, special abilities alongside a unified company story.
The result? Honestly, something I couldn’t have made up. An excited group of brilliant, formerly shy business professionals contributing to our bi-weekly cadence with unfiltered excitement.
Our 30-minute cadence calls started quickly spilling over our allotted time due to the number of deals advancing. Now, I’m not going to tell you everyone in that group took to heart our teachings…But the ones that did, more than half, took off & are currently the highest performing leaders in their office to date.
Remember our shy, stare at his shoes introvert? Today he is leading the charge. He is making more outbound contact than any of his peers & experiencing the success we promised if they did what we challenged them to do. Heck, he’s even updated his wardrobe with the help of our friends over at Hammer Made to reflect his new found confident style. He has been one of our biggest allies in motivating the rest of the office & none of this would have been possible if it hadn’t been for the counsel of our friends that understood this unique situation.
Take Aways : :
- NEVER assume. The moment you do is the moment you’ve put yourself at a massive disadvantage due to ignorantly avoiding the other person's point of view.
- Everybody consumes knowledge differently. Act accordingly by asking genuine questions that help you understand where the other person is at. Then & only then are you granted the permission to pursue.
- The most dangerous person in sales is the one who has a system they can follow over & over that consistently yields a result.
We hope this article was helpful, please feel free to reach out to us for any revenue growth needs you may have, our team would be honored to serve you. Till next time, happy selling!