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Advice For The Shy Salesperson

By Linda Richardson
Contributing Writer
Article Date: 2003-04-17

I am very shy. As a salesperson, what should I do to persuade my customers?

Answer:
There are several aspects to being persuasive, but from your question I will focus on the ones that are most related to "shy"; Confidence is a very important aspect for persuasiveness. Customers must feel you believe in your solution and are capable of delivering it. It is also very important in this environment for you to be appropriately aggressive in things like gaining access and follow-up. This does not mean that a "shy" person cannot be successful in sales but it does mean you must work on projecting confidence (not arrogance) and being aggressive to ensure that you project confidence and and demonstrate the persistence required to succeed. Today's customer also particularly appreciates and values sincerity. You can be yourself. Sales is not cookie cutter and there is room for many approaches. If you are "shy" you must work on your presence. Practice how you ask questions and position your solution. Ask yourself if you are showing good presence through energy, conviction, and interest. These three qualities and tailoring you solution to your customer's need are critical for persuasiveness. Check out your eye contact, tone and volume of voice etc. Prepare how you will build rapport.

About the Author:
Linda Richardson: President and CEO of Richardson, training consultants to corporations, banks, and investment banks globally. Richardson has 110 professionals, 15 regional offices in the United States, and presence in London, Australia, Singapore, Latin America, and Asia. Clients of Richardson include KPMG, Federal Express, General Mills, Tiffany & Co., Dell Computer, JP Morgan Chase & Co., Citibank, Chubb Group of Insurance Companies, and Kinko’s. Visit http://www.Richardson.com.

Linda Richardson Answers Sales Questions: Click Here For Free Answers


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