The First Step to Becoming a Great Introverted Salesperson

Feb 07, 2022
Sales for Introverts Website
The First Step to Becoming a Great Introverted Salesperson

Sales for Introverts Podcast Episode 5 Transcript

 [Note: Please excuse any typo’s, punctuation, or odd wording as the software occasionally transcribes it incorrectly.  If in doubt, listen to the episode!]


  📍 Hey everybody. Welcome back to the sales for introverts podcast. My name is Mark Wilson, and I am the host of this show. And also the chief self-professed introvert behind the sales for introverts program, which is of course sales for You can find us there and lots of other places and this beautiful music that you're listening to once again is from.


My personal friend, Robbie Gomez. So thank you for that. Again, Robbie, it's been a few episodes, since I mentioned it, And you can check him out as well on the show notes. So what in the world are we going to talk about today? So if, if you've gotten this far, you must still be in sales and you must still be introverted. So it's time to dive into some topics.


In a lot of these topics are just expansions of YouTube videos that I've done. We're going to talk a little bit more about those. In dive in a little bit deeper because you know, you watch a two to five minute video on YouTube, but you don't get to see sort of the backstory and the context behind.


Well, what provoked me to even produce this in the first place, you know? And while I'm happy that you watched those couple of minutes, you know, let's, let's chat about it some more. Let's let's have a little bit more Frank talk about it, you know, so. The first one we're going to look at right now.


Is called it's on YouTube and it's called the first step to becoming a great introverted salesperson. Not just an introverted salesperson, but the first step to becoming a great introverted salesperson. Take it from me because I had to do it. I been there. I'm still there still living it out. So. Here's the audio from the video. And I'm going to go ahead and play that. And then I will check back with you in just a minute.  

So what's the first step to becoming a good introverted salesperson. Admit it! You got to love us introverts because we'd probably rather avoid talking about being introverted to others. Hey, that's what we kind of do best avoiding smalltalk. Right? Well, ironically though, the best thing we can do is just say it out loud.


I'm an actor. That's me as the first step and acknowledging yourself. And I went for years wondering things like, why do I hesitate to make phone calls when it's not a big deal to others? It doesn't mean anything to them, but it does to me, why do I cringe when I have to talk to my coworkers? Why do I crave being home rather than being out and about?


Well, things started to make a lot more sense when I. Analyzing myself, even if it was just reading a page on introversion on Wikipedia, my whole world started to come into focus. I was surprised how, instead of getting frustrated or uncomfortable in social situations, I could simply change my approach to work better for me avoid what I didn't need to be around and adapt in times where I didn't.


It's not like I needed professional help or anything. I would have been just fine without it. But these are simply just incremental changes you can make. As I say, become more comfortable and confident in your daily life. The first step to become a successful introverted salesperson is to admit it. The second step is to begin to understand it.


And that's what I offer in my course for salespeople specifically introverted ones. You can check that out for more info and to register for the online course. Go to my website sales for Well, thanks for listening and check out my other videos. Again. Find out [email protected]


Have an awesome day.

All right. So that was the end of the audio segment of that video. And obviously, I, I, this is one of the first ones that I did because This is for people who are fine, the light bulb is going off in their head. And they're like, wait a second. Yeah, something's not lining up here. And as far as their career choice goes or, or their personality and, and, or trying to marry those two and, and I've got a feeling that.


A lot of people when they finally solved sales for, whether it was a post or a video or even an advertisement, I don't know. But once they finally saw that that light bulb went off and it goes back to the first episode, episode one, where I talked about a felt need. Where people


Didn't really overtly know how to express this. Maybe. But that this has been a felt need for a lot of people. The American and Western culture skews so much extroverted. For extroverts and extroverts can fit naturally into that groove and introverts just can't find it. So. Maybe you've been in a job for 30 years and you've just felt a little bit of discomfort doing it, or you're trying to get into the industry, or you're just trying to slam it out every day.


And it just seems like something is not working well. Here's where the light bulb goes off. So what do you do next? Well, That's why I say. You need to take that first step and just admit it. You know, I'm not a licensed therapist. I'm not a therapist by any stretch of the word, but in therapy, it helps too.


Maybe talk things out and just openly open that box, , open that brain up to. What you're actually thinking. And put some words behind it. Verbalize it. And so finally you can just admit it, admit it to yourself mainly. You're probably not going to say it to somebody else. I don't know. Maybe to your partner, to your spouse.


To your kids, whoever you like to talk to your, buddies or your, friends groups that you hang out with. Once you get a little bit more comfortable with it, but just admitting it to yourself. Is a big deal.


Because now you can go back and put all the pieces together in your career and been like, oh, Oh, yeah. That makes a lot more sense. And that's, that's kinda what I did with my not only my career at my whole life. I had never really even thought about. The introvert extrovert thing since maybe high school.


Because they made us all take the Myers-Briggs test. And As you know, it's I and E is the, the abbreviations and not even remember what the other ones are. I'd probably need to go retake it. But I do. Th the one thing I remember. About that. Is because all the kids afterwards go and compare scores and Hey, you're a, I N F J or you're a E whatever, whatever.


You know, and we'd, we'd compare our acronyms.


And I remember mine being somewhat unique. But I'm pretty sure that I skewed the results on purpose because I could tell the trap questions. It was like, Oh, you'd rather go out. With your friends on the weekend and have fun, or would you rather sit at home and read a book? I'm like, geez. I mean, if somebody else is reading this, I don't want to answer that. Honestly, of course I want to be social. I want to be popular. You know, I want to be, I want to be all of those things.


And while in reality, Maybe I did just want to sit home and read a book or watch a movie or. Are. Deuce, one of my little things that I like to do back then, I don't know. But I was very self-conscious about what other people are going to think of my scores, which is kind of a case in point. Going back to the culture that we live in.


And I mean, at the end of the day, who cares? And at the end of the day, I don't think that I really cared that much, but I know that I skewed some answers. So. Maybe one day, I will retake that test. Now as an adult. With a hundred percent honesty to the best of my ability. And see where we end up. I mean, I already know what my EEI acronym is going to be. Thank you very much.


If you If you can't figure that out by now, then. Maybe you need to go back to zero and started the very first episode of the podcast. But but no, that, that was just. That was interesting. A little slice of my life, but anyways, going back and just looking at different parts of my life, when I realized that I was an introvert, everything made so much more sense.


Like when we were at my house, when I was a kid and the doorbell rang, I would run and hide. Behind like a piece of furniture. And make my sibling opened the door or make a parent open the door. And I would just kind of peek around the corner or spy and see who it was. And if it was somebody that I was comfortable with, I would go say, Hey, otherwise I would just hide there until they left. You know, I mean, that's the kind of childhood that I had.


But even today, you know, I still hesitate. To put myself out there in social situations. Now, obviously as a professional. That's what I'm, I'm just being silly at home, but as a professional  I have wrote the book on it, but I made the course on it to how to adapt to those situations. And, and quite honestly, I'm, I'm more of a people person.


Able to handle people better. Then a lot of extroverts that I know now. Especially family members because not all of my family members are in sales. And they don't know how to talk to people. They don't know how to handle people. They might be. Avoiders. They might. Want me to talk because they're too shy or something like that. And you can't tell I'm smiling. I'm just, you know, I think it's kind of silly.


But No, I I've. I get it now. And so my recommendation to you. Is that you admit it? You and you admit it to yourself. And. It takes a weight off your shoulders. It honestly, does.

So let's go back to a comment that I made a few minutes ago about our culture being skewed. Towards extroversion. Well, if you didn't know, or maybe if I hadn't discussed it very much. You should look into that. There's a book that I read, it's called an introvert power by Dr. Laurie


Hell go.   there's a video coming up on that as well. And we'll definitely talk about that.


Cause that. Is a big deal. In talking about light bulbs going off. It, it had been years since I realized I was an introvert, but finally I read a book about it just to see. I mean, am I just some kind of. Crazy moronic idiot who can't do normal life like normal people or M a, is there something more of the story there? And what was more of the story was that, you know, neurotic tendencies aside that I was an introvert and that reading this book among other books was, was really helpful. Again, it's called introvert power by Dr. Laurie.


Helga is sitting here right on my. My desk. There's a image of a turtle on it. Obviously invoking the idea that introverts kind of go into their shell a lot. And are hesitant to stick their heads out or their necks out too. Right. But anyways yeah, so she does talk about our culture in there. And it's kind of just like talking about something obvious again, a felt need that. How, how skewed extrovert.


Everything is, think about. The news. And the news articles that get the most promotion are ones that stand out the most. That are the most bombastic. and think about. News channels out there and how they take different. Approaches and you probably know what I'm referring to without me even have dimension it.


We'll yeah, we'll not get into that one on this episode, but But there's that. But also social media. I mean, ridiculous. There's. The only way to get noticed on social media is to put yourself out there and be something crazy. Or provocative. And that is just not. In my blood. I guess, as you could say,


So but and yet I've found myself living in this culture and. Don't, don't get me wrong. I mean, I'm perfectly happy here and it's fine with me. If I lived in Japan or somewhere that is somewhat. Introverted while I might enjoy the cuisine. It might drive me nuts after a while. I don't know. I've never lived there.


I would probably also hit my head. On a lot of doorposts and subways and stuff like that because I'm six two. So I hear that that happens over there. But anyways, that's. You know, besides the point. But living here, you do experience some certain pressures. Two.


Fit the mold of an extrovert. Very much so even in professional, Settings right. You're expected to put yourself out there. You're expected to be a part of those ice breaker games, and you're expected to stick a smile on your face and participate in meetings. And when you may not naturally feel


Like that is the best way that you can contribute. In those situations. Now, if it's an icebreaker game, then. Here's my contribution by I ain't doing it, you know, but if we're talking about a important. Milestone trying to hit some milestones. And during your project or hitting your quotas or.


Important stuff then. Yeah. Like I'm your guy right there, but, and you're just like, you're probably that person too, but or you want to be. But you just your, your format might change and how you contribute the most. Right.


I'll give you an example, smile and dial. You know, that kind of selling. I was a part of that for a long time. I mean, I still am to some extent. You know, but sometimes your manager. Just wants you to shut up and smile and dial and get out there in the world. And. Go bring some sales and which of course you don't object to bringing sales in, but that might just not be your forte.


Right. That might be a little bit too much of a challenge for you. As it was for me. So when I walk into my first job my first big boy job that is, and. They hit me a headset and they say, all right, here you go. Rock and roll, man. Have a good first day. And I'm over here, like what you want to me to pick up the phone and call somebody? I don't know.


I mean, are you crazy? That's going to irritate the person on the other end. No end. Right. So. That doesn't make sense. Okay, well fine. I had to figure that out. And that's kind of why part of the made the course. But the first thing that I had to do was admit that I'm an introvert, and then I'm going to change some things.


So, as you heard in the video, I said the first step is to admit it. Well, the second step what's the second step. It's understanding it. Okay. So this is where we really get into more of the course materials. But I'll just hit a couple of things really quick. And again, the course you can find it. Sales for


But three quick highlights that I think will help you understand it. First of all, stop pretending. Once you admit it, don't pretend you're an extrovert. You can figure it out. You don't have to pretend. You don't have to go to the event and smile and, and act like you are because you're just.


Sucking power away at your ability. To do your job well. First of all, but secondly, just kind of enjoy yourself. Are just be healthy. There is an entire section of the course about, or a video, excuse me, a module on the course. About how to stop pretending and my thoughts on that. Second take away is you need to start to learn how to leverage your strengths.


So maybe being in social settings or maybe getting out there and playing, taking people to play golf is not for you. That's fine. What is for you? Like what got you into sales in the first place? Are you a master investigator? Are you. A master at putting proposals together, considering all the different scenarios and pros and cons at your company, and then cons of your competition.


And you give these guys this really slick five page document that says. Here's why you want to do business with me. Like you're the person on the TV show. The CSI show that you may not be the main. Lead star. But you're the person in the background that does all the work, you know, That might be you.


Eventually you'll get there. You're going to be the star. You can be the star. But, you know, Get some experience under your belt first, before you get ready to step on stage.

And finally the last takeaway. Is called or what I call building your brand. In that means. What it's like to work with you.


Is it a pleasant experience? Do you have happy customers? What do you do that makes you good at your job? And again, there's a whole segment. On the course for that. How to build your brand. So. The first step is to admit that you're an introvert. It's awesome. You should try it. And the second step is to understand what it looks like.


My examples where you can stop pretending you can start leveraging your strengths and you start building your brand. But there's a lot of other things that go into understanding it just the day to day is how do you structure your day differently? What do you do differently that maybe other people don't do and.


Let me pat myself on the back here. I made fun of myself a lot earlier, but one, one thing that I did do growing up and I continue to do into my adulthood. Is that. I'm not afraid to do something different just because. Nobody else's. I don't have to go with the flow all the time. I don't feel obligated or pressured by my peers.




Do everything that they do. And do it in the exact same order that they do. In now while that's, that might cause some consternation by. Upper management, you know, as long as you have that latitude in your job to structure things that make the best sense for you to give yourself and your territory.


A happy and healthy chance then Then go for it. So. I just, I never really struggled with that. In fact, I made it a point to be kind of a different. And professionally, at least it seems to have paid off. And a good. Management or CEO or owner, or if you are the management of the company, by the way.


Those kinds of people appreciate that because if you can prove that that works for you and shows results and makes you good at what you do then then they should respect that. Likewise, if you are.


The head honcho. And the sale, the head sales person or whatever. Then then don't be afraid. Don't, don't feel pressured to. To have to conform to something that you think that you have to do. I mean, feel free to step out there. That's why you're probably an entrepreneur in the first place. So good luck to you in that.


But I think that's the end of the  📍 reflections for today. So. I appreciate you listening this far. Thanks so much for being a part of this. Reach out to me, shoot me an email [email protected] Maybe, you're not sure if you want to take the course or not. You want to learn a little bit more about it. There's a ton of information on the website, but if you have specific questions for me,


Be happy to talk to you about it. So once again, my E email. So once again, My email is mark. At sales for All right. So we got some more podcasts coming up. Thanks for listening this far. Have a great rest of your day and we will see you on the next episode. Thank you. 


If you're an introvert in the sales world, you'll want to check out my free Introvert Kickstart.  It's time to reframe your whole career!

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