but i’m not a salesperson! · dan pink, “to sell is human” ... empathize educate. recommended...
TRANSCRIPT
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Beth L. Buelow, PCCTheIntrovertEntrepreneur.com
But I’m Not a Salesperson!: Business DevelopmentStrategies for Introverts Who Have to Sell
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Quick FactsCarl Jung coined the terms introvert andextrovert in the 1920s
The general U.S. population is roughly 50% introvert, 50% extrovert
Where you fall on the spectrum is a matter of nature, with a dash of nurture
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According to a large study… the “most destructive” behavior of salespeople wasn’t being ill-informed.
It was an excess of assertiveness and zeal…
Dan Pink, “To Sell is Human”
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1 Connecting One-on-One
2 Listening + Curiosity
3 Ability to Create Safety
4 Preference for Preparation
Introvert Sales Superpowers
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Strategy 1:
EMPATHIZEMeet them where they’re at
(AKA the pain point)
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Strategy 2:
EDUCATEConsider the learning curve
Engagement funnel over sales funnel
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A confused mind
always says
“NO.”
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CONVINCED Investment: Significant
High-end/Premium programs and offerings, long-term relationship, referrals, champions
COMMITTEDInvestment: Meaningful
Coaching, Consulting,
Advising, Training, Service Delivery
CONNECTEDInvestment:
MinimalWorkshops, Speaking,
Teleclasses, Interview, Podcast, Newsletter, Book
CASUALInvestment: Free
Blog, Articles, Quotes, Freebies,
Resources, Bookstore
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CASUALInvestment: free
Blog, articles, freebies, resources, bookstore, social media
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CONNECTEDInvestment: minimal
Workshops, speaking, teleclasses, interviews,
podcast, newsletter, book
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COMMITTEDInvestment: meaningful
Hired for coaching, consulting, advising, training,
service/product delivery
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CONVINCEDInvestment: significant
High-end, premium programs and offerings, long-term relationships,
referrals, champions
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Strategy 3:
ENGAGEHang out where they hang out
Conversations + Listening, not pitches
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Strategy 4:
ENCHANTFill others with
great delight (Guy Kawasaki)
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ENCHANTENGAGE
EDUCATEEMPATHIZE
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Recommended Resources
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Coaching, strategy sessions, virtual
networking, book groups, podcasts,
and more
TheIntrovertEntrepreneur.com