If you just explain who an introvert is, they are people who don’t like communication and publicity. There are a lot of introverts. According to different data, from 25% to 50% of people in the world are introverts. That is, every fourth or even every second client of yours is an introvert.
Anyone can sell to an extrovert. How do you sell to an introvert? We share a few tips from Igor Mann’s book, “Rules of Life and Business. Volume 3.
Facts, figures and logic.
Introverts are closed, they live in their own world, and it is not recommended to break its boundaries. It is not easy for an introvert to express his opinion to strangers and formulate his wants and desires. Typical phrases for introverted buyers are, “Thank you, I just want to look at it” or “I need to look into it.
1. it is easier for an introvert to answer questions than to ask them. Give the introvert time to think about the answer. Introverts are slower than extroverts; they tend to think through everything they do, including answering simple questions. Rushing an introvert with an answer is a bad idea and a great way to lose a client.
2. When asking an introverted client a question, listen carefully to the answer. Introverts always evaluate whether their interlocutor has listened and understood. If introverts feel that you understand them, further communication will go easier.
3. During the conversation, do not rush the introvert, he carefully thinks over his words, do not interrupt – so you can knock him from his thoughts.
4 Avoid abstract phrases. The introvert likes facts, figures and logic.
5. Introverts don’t like compulsive communication. They don’t like live communication at all, nor do they like texting and unannounced calls. Tip: Move communication with introverts to email or messenger. Correspondence is the most comfortable way for them to communicate.
6. It’s important to explain to the introverted client in detail how the product works, how it works, when and what results can be expected. He prefers to figure it all out himself.
7. Introverts are intimidated by variety, it’s easier for them to focus on one or two things. It’s important for a sales manager to keep this in mind: to offer an introvert many options is to scare him off. Discuss one topic at a time with an introvert. Introverts are not ready to deal with several issues at once, this approach seems superficial and unserious to them.
8. Introverts prefer short meetings. As an option, the sales manager can arrange a quick presentation for the introvert, and additional information can be given by mail or another convenient channel of communication for the client.
9. Introverts are responsible people. They keep their word and keep their promises. Naturally, they expect the same from others.
10. It is a good idea to make instructions for employees (call center, service department, sales department) on how to communicate with introverted clients. This, by the way, will also help in communication with fellow introverts.
If possible, make sure that introverted employees communicate with introverted clients. And vice versa: extroverted employees should communicate with extroverted customers. And then everyone will be happy with communication, understanding, and results.
Prepared from the book “Rules of Life and Business. Volume 3.”
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