Sales Training: Selling to Introverts
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The point made under Extraversion, about preferences tending to emerge in situations of free choice, holds true for Introverts as well.
However, it can sometimes be harder to work out what the preferences are for Introverts because the ‘evidence’ is, almost by definition, mostly hidden. Extraverts tend to be WYSIWYG characters, they tend to show the traits that are dominant in their character to the outside world.
For Introverts the dominant characteristics are on the inside. In extreme cases, whilst you may find it easy to recognise that they are Introvert, you may find it difficult to work out their other preferences because you see so little evidence to go on.
The characteristics that tend to suggest preferences for introversion include (in situations of free choice):
- actively seeks privacy
- keeps his thoughts to himself, and can be quiet
- tends to focus on a few tasks
- explores subjects to some depth
- tends to concentrate on the issue in hand
- has an inward focus, sometimes wrapped up in own thoughts
- tends to think first, and then act or speak
- communicates formal information in writing
- prefers some advanced warning of discussions
The types of tactics you should try when dealing with introverts include:
- Don’t interrupt the Introvert at his desk if he is deep in thought. Ask if he wants you to come back later.
- Give advanced warning of the need to discuss an issue, or better still, give him something to read first.
- Don’t introduce too many topics into the discussion, and be prepared to go more deeply into one subject.
- Don’t force the Introvert to take action - allow him time to think about the subject and come to his own conclusions.
- Encourage the Introvert to share his thoughts - don’t interpret silence as agreement.
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