While autos can go a day or sometimes more for a fill up, introverts who sell will discover accelerated sales results with a daily routine centered on three areas: release techniques, comfortable marketing activities and targeting those activities to identified prospects.
Sales Training – Daily Recovery Important for Introverts
Originally published on: Oct 15, 2008
One area to fill up is your own beli
efs about what success you want.
Most of us, salespeople or not, have beliefs that hold us back from being all we want to be. We have that internal dialogue that is like a noisy clanking engine. “I’m not worthy,” “it doesn’t matter that others are succeeding, I’m different,” or any number of beliefs keep on ticking in our mind.
Find a release technique to set your day up for success. Some most effective ones include the Sedona technique, Emotional Freedom Technique, meditation, Z-Point Process or love letters.
It doesn’t matter what technique. What matters is to use one daily.
Another fill up is to identify appropriate marketing activities.
What’s appropriate? First, select a mix of activities that satisfy short, medium and long term sales goals. Then, act the ones that you enjoy! The ones that you have more comfort with.
Let’s say it’s the fourth quarter of the year and you are quite close to making your sales goal. The priority, the emphasis, would be on short term activities that get you the fastest results. This would include activities like: follow up with all prospects, contact all current clients to cross sell, and asking for referrals from clients. The fourth quarter is not the prime time to be using speaking engagement or article writing to attract new prospects quickly. When you need fast results, select and act on low hanging fruit sales actions.
Whatever activities you select, start with activities you like the most to keep your attitude high.
A third fill up activity is to constantly be defining your perfect client.
Have you noticed when driving that is you take your eye of the road for just a second or two, you may tend to drift off your lane? 
Well, when you take your thinking and talking about your perfect customer off in a different direction you tend to drift away from your perfect clients. Part of your daily routine can include a fill up in your mind and talk about just who is your target client.
The book, Attracting Perfect Customers: The Power of Strategic Synchronicity, by Stacey Hall and Jan Brogniez, offers a strategic model for this. With clarity on your perfect customer, where ever you are networking, in person and online, your message will be attractive to those you want to hear it. You won’t drift off your lane.
Extroverts tend to be energized by many activities going on at once, and a daily fill up may not be required.
But extroverts would still benefit from a routine kind of attitudinal and marketing activity fill up.
If the tendency is more toward introversion, then the three fill ups – releasing negative beliefs, acting on desirable marketing activities and focusing on your target client – are more important on a daily basis.
That’s Sales Training – Daily Recovery Important for Introverts.
Maybe you want to make your sales follow-up something you enjoy rather than dread? After all, your prospects are not waking up thinking about you every morning once you’ve made initial contact. That’s your work.
Get started with FREE Video training and FREE eBook excerpt of How to Steadily Turn Prospects Into Customers: Taking the Mystery Out of Follow-up Reluctance
What is your daily recovery routine?
Pat, While I am not a professional salesperson, I think that each of us (introverts and extroverts alike) have to use techniques such as those you’ve outlined in this post to stay focused, energized and working towards our goals. I am currently writing my first book and will soon have to do some selling and self-promoting in various forms. I can adapt each of these techniques to help me move forward in a way that suits my goals and my introverted personality wonderfully.
Thanks!
Lee Ann
Lee Ann what is the name of your book? And where can someone find it if interested in buying it?
Great suggestions, Patricia. For me the main stumbling block when it comes to sales is that I really have to love and be passionate about what I try to sell. No matter how great the product or service is if I’m not keen on it, forget it. No release technique in the world helps. Neither does knowing that I could earn a fortune. That narrows down what I can sell considerably, I should add:-)
What a great point my extrovert friend Catarina. What it brings to mind specifically for the more introverted is that if WE aren’t being who we love, then we are going to drain energy faster than water goes down a drain. Money was a big motivator early on in my sales career and then as I evolved (code for getting older) it didn’t old the spark.
Patricia — this is one need of both introverts and extroverts (me). We need recovery time. For some it’s meditation, for others yoga or other exercise. We can’t the engine running at full blast 24/7.
That’s true too Jeannette – maybe introverts just need more and more often. Plus then, for me, there is the getting older (did I REALLY say this?) factor! Thanks.
Ah this brought back memories of my days on the road selling! Back then, I knew little about introverts or extroverts…just had a keen sense of what I needed to do to release one day and move on to the next. It won’t surprise you to know that I spent many a night in hotel room devouring novels, letting my external world melt away. Now, I do meditate, exercise, all those important things. Byt reading will always be my greatest escape:)
Jacqueline how long and dark were some of my nights in the hotel room during my corporate sales days. I get the reading preference!
Hi Patricia,
I never thought of continuously focusing on my ideal customer. It always seemed like something you did once and went back to here and there but it makes sense. Especially since things are ever changing, where to find them and how they speak to alter.
You’ve got me interested in reading that book now. I’m going to look into it. Thanks!
~Lea
Lea the book for refocusing on your ideal customer is a keeper. Delighted it makes sense enough you want to read it! Thanks.
Stay true to the process. Your customers will take you to different places during your sales interactions, and as sales professionals, we must always know where we are and maintain a clear path to where we want to end up.