“It was an excess of assertiveness and zeal that led to contacting customers too frequently. Extroverts, in other words, often stumble over themselves. They can talk too much and listen too little… which can be read as pushy and drive people away.”
It has been believed for years that successful sales personnel exhibited an outgoing, people-oriented, fun, and vivacious personality. Sales pros had one thing in common, and that was the “gift-of-gab.” They could mix and mingle with anybody at a moment’s notice. They were always “on” and more often than not they would border on the obnoxious.
As consumers were given access to more information and became smarter as a result of their own research, less demand was placed on the extrovert of yesterday when it came to selling. In fact, today’s successful sales professional might be better off if they erred on the introvert side of life. They talk less and listen more.
The pushy, aggressive, master of the “close” salesperson has become yesterday’s news. Slow down. Back off. Ask more meaningful questions and take the time to listen and internalize the feedback coming back at you.
That is the key today. Slow down. Stop talking. Start listening. Begin moving more product by selling less.
Mike Marchev is a down-to-earth motivating sales trainer, author and business coach who specializes in the travel industry. Mike’s column is made possible by AmaWaterways.