I have had some folks come up to me and say how much they hate salespeople and they are glad I wrote a book about how obnoxious they find salesmen. They think I would agree because of the title of my book and how it speaks to those without natural selling skills.
No. No. No.
My point is that if you have a job where you need to sell products, ideas, services or anything else to other people, the best way to do it is by being yourself and using your personality to be successful. If you are an introvert as I am, then you can use some of the strategies I outline for introverts. If you are an extrovert and a “natural people person” that’s great too. Use your personality to its utmost. And some of my selling tips are useful in doing so.
I think anyone can be successful if they work hard, know themselves, and use appropriate strategies. Just because a person is an extrovert doesn’t make them a good salesperson anymore than being an introvert means they can never sell.
I was reminded of this not too long ago when I heard from a salesperson that had worked with me previously. He is an instinctive people person, never having a problem picking up the phone or talking to a stranger. But he always is a natural. He doesn’t speak from an internal script. He likes people, gets to know them and shows a real empathy for others. But I don’t begrudge him his personality. I think it is great and he is successful as a result.
In fact, I think the stereotype of the obnoxious salesperson is tied more to individuals trying to not be themselves than it is to their natural personalities. Both an extrovert and an introvert might try too hard to portray themselves as something they are not.
So my basic message is “Use what you got” and don’t try to be something else.
