I used to be somewhat shy.

OK, maybe not shy in the wallflower sense of the word.

But I am not a natural extrovert.

In fact I took one of those personality tests a few years back, and it told me what I already knew.

It told me that my comfort zone is being an introvert.

And that was one of the reasons I made the decision to go into sales 20 years ago this spring.

I had always been interested in persuasion, influence, and speaking, so when an opportunity came to join IBM as a salesman, it seemed like just the right thing.

I figured the fire of selling would develop me into a stronger more charismatic man.

I thought I would become this great powerful speaker by going into a career in selling.

Something different happened though instead.

I found out that modern selling isn’t all about giving presentations.


It’s more about conversations.

I’ve sold stuff with 7-figure prices attached, and very, very little of my sales success was ever the result of a "presentation" I made.

The sale almost always happened in a small conversational meeting with 3 or 4 people.

Things aren’t always as they expected you were when you started them.

A common misconception about selling is that you need to be an extrovert to do well at it.

Now it is good to be able to talk to lots of new and different people and about many different things. That’s something extroverts are natural at.

You also need to be able to listen to other’s well, to contemplate what’s being said, and to probe further for the real meaning in a conversation. Those are skills that introverts are good at.

The truth is to be great at selling you need to be able to play both as an extrovert and as an introvert. And contrary to some people’s beliefs about the fixed nature of human personalities, both extrovert and introvert skills can be learned.

You can’t just stay in your comfort zone of being either an introvert or an extrovert. To be complete as a sales person, you need to be able to do both well.

In my Rapport Skills courses, you can develop and extend the skills of an extrovert. Even if you are an introvert right now as I naturally am, you can learn how to get rapport with all kinds of people in a way that is easy and natural for you.

And in my Persuasive Questioning Techniques course you can learn how to get at what’s really driving a person, and what’s really driving a sale. You can learn how to connect with your prospects on a deeper level that’s meaningful to them, in a way that compels them to want to do business with you.

Both of these courses are only available in my Persuasive Selling Skills Audio Program. I highly suggest you go get your copy today and start breaking out of your comfort zone.
Sell with Pride

Shameless Shamus