Intovert Salespeople Help Extrovert Customers Buy

Do introverts, extroverts attract? In sales, as in personal relationships, I think they do.

If you are a salesperson who is an introvert, you are likely not spending any substantial time at networking events, are you?

Now, as some of your prospects are extroverts, then they just might be at those networking events that you are not at to meet them.

Regardless of whether you are selling as an introvert or extrovert, what is your favorite way to find your prospective customers?

I'd love to include your idea, with credit (name and website or email) in my monthly ezine where over 3,000 people who sell, and the list is growing everyday, will see it.

Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Best salespeople traits

What do you think about a current article reprint of a 2007 article appearing in the sales career section of The Wall Street Journal? It's titled, Want to Work on Commission? Make Sure You Have a Nest Egg.

And, if you are an introvert like me, can I trust you to let the writer know, point number one by a sales manager he interviewed, "just ain't so!"


Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Economic downturn calls for better small business systems

Whether you are just getting started in business, are a salesperson or have fallen victim to misguided thinking that could stall your business results during all this R word (recession) talk, Sandye Linnetz, Systems Goddess, Process Prodigy talks about:
Systemizing Your Business: HOW DO I GET STARTED? PART 1

Three critical ways to think about the structure of your business - small, medium or big business. Just in time if the R word is leading you astray.

Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Top salespeople don't think recession

It's official by my husband's doctor - he can start driving again this Saturday! Now that I'm losing my job as chauffer, I'm back to planning my work. After all, my schedule will once again be my own. And that got me to thinking about this part of current events:

Are we headed for a recession in 2008 or not? Larry Summers, the former US Treasury secretary said our economy is… “currently in recession.” Tammy Erickson, Harvard Business has stated, “Now we may be headed into a recession. If so, it will be the second in more than fifteen years.” Then the other side, Treasury Secretary Hank Paulson, recently downplayed talk of a recession. Dr. Charlie Hall, Texas A&M University, College of Agriculture & Life Sciences, asks and answers, “So, why not a recession in 2008? Because the economy remains fundamentally strong.”

Just talk on its own of a possible recession affects all business. Sales organizations will either miss or grab opportunities for increased revenues regardless of the economy.

Starting March 20, Thursday, I'm planning a series of podcasts to address how top salespeople behave during all this kind of talk, real or not. The Top 7 Top Producers Secrets During a Down Economy: What to Do and Not to Do During Recession Talk. First in summary; then in detail. In my 30 years of selling, the key thing that ever affected my sales to slide --- listening to other about how bad things are during a recession.

Wake up! This is not a top salesperson's mindset.

At blogtalkradio, I'll even be interviewing my husband , successful entrepreneur and now Executive VP back in corporate after selling his business of 30 years, about his take on selling in a recession. Real or not.

Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Top salespeople take consistent actions

My schedule is still not completely my own since my husband's bypass surgery just three and a half weeks ago.

I do have podcasts planned.

There are several more articles on my to-do list.

Right now while I am still enjoying being with Marty recovering from his quadruple bypass surgery, I've got a regular chauffer duty.

However, I am getting caught up on some emails and audios. The Intentional Prosperity System Blog commented on how to change your life quickly, with an everyday focus on what you want being a must. The content is quite relevant to top salespeople actions.

Since I regularly exercise, I totally related to this metaphor. The idea works particularly well for the sales reluctant who want to be top sales performers:

For example, if you change around ("Don’t do the same thing in the same place everyday.") your prospecting and follow-up activities, then soon enough you are in a productivity routine ("Turn your consistency into a game you’re playing and winning.") and getting more sales results!


Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Sidetrack to sales success not too easily

It takes just two values I have hire than contributing my gifts to others to take me away from my work: my family and my health.

In the three weeks I have been gone it's because my husband had to have a redo of his 1996 quintuple bypass. That is my family and my health although more my husband's health. Redo's of heart bypasses are difficult. His was more complicated on top of that.

This morning as I chauffer him around in week two of his 6 weeks of no driving or sitting in a car seat with an airbag. I'll ask him just how much I can reveal.

In the meantime, I am gifting you one of my messages from a product you can get for free:

Claim all $247 worth of reports and recordings at http://introvertscansucceedatsales.com/ Go there now: http://introvertscansucceedatsales.com/

Patricia Weber
The Sales Accelerator Coach for Introverts, Shy and the MOST Reluctant
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Podcast: Top Salespeople Know The Sales Process Secret

Patricia Weber, Sales Accelerator Coach with a specialty of introverts and shy, answers a survey respondent's question, "Is there only ONE right sales process?" Listen as Pat gives the secret that top salespeople know.

Listen now with the play button,or,Download Podcast Here

Contribute your answers to the ongoing sales reluctance survey :
Click Here to contribute your answers to the survey Read more!

Niche to End World Hunger

We aren't just one thing. Like you are getting to know me as the Sales Reluctance Coach. I am more than this label and if we are going to know, like and trust each other, from time to time I want you to know something more.

In connecting with people on on of my online discussion groups I met Steve Mistretta a volunteer for The Food For Everyone Foundation

Visit his "lens" and find out how this team of three he is on is carrying out a mission to end world hunger with teaching people in impoverished areas how to grow sustainable gardens which will yield five to ten times more than traditional gardening methods.

There are many ways to contribute and in addition there is even an affiliate program. Wow. Big mission that keeps on giving.

Patricia Weber Read more!

Top salespeople focus first on the customer and THIS helps

Here's a unique strategy to sales management, an article at Boston.com, that almost guarantees your focus stay on the customer. My take is that if the customer knows this, it positively increases the relationship.

Signing off with my coach’s suggestion for my new tagline:

Patricia Weber
Sales Accelerator Coach
Move with Lightning Speed to Exceptional Selling (or something like this)
One tool to get extraordinary results for top sales producers:
Claim your GIFT ACCOUNT.
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Sales Reluctance Like Baggage?

Daniel Sitter uses a fabulous metaphor about "Baggage" in hurting a salesperson's sales efforts.

Read about it on Daniel's blog.

If you are a salesperson or independent professional or small business owner who sells, you'll want to know what baggage to leave behind and what to take with you.

Patricia Weber
The Sales Reluctance Coach
What is the area of sales of your greatest sales reluctance?
Take this sales survey. Read more!

Is your sales follow-up imposing on your prospects?

Because the online survey revealed that 80% of salespeople, independent professionals and small business owners who sell say they either find their follow-up a hit or miss process, or, feel like they bother people, here's something the sales reluctance coach would say: What is that all about?

Let's say you get a golden referral to your most perfect client.

You have the first meeting and the conversation goes seamlessly. Your prospect says they are interested, they think your product or service will do what they need and they want time to think it over.

You leave with knowing your follow-up is critical.

Darn!

You forgot to ask, "When would be a good time to talk next?"

You regret that and then you don't follow-up. You feel like you are bothering this - most perfect client.

There's some kind of belief you might have about follow-up that keeps you from following up. It's something to explore.

First, your prospect wants you to get back with them. Have you considered a nice handwritten, "thank you for meeting with me," kind of note?

Second, were you listening for more than buying signs? Were you listening to build your relationship by staying in touch with a phone call or email about something of interest?

Sales follow-up is not an imposition when your product or service does what your prospect wants or needs. You have an obligation to follow-up.

Patricia Weber
The Sales Reluctance Coach
What is the area of sales of your greatest reluctance?
Take this survey. Read more!

Do you know about the Small Business Advocate community?

Every Sunday I get a copy of Jim Blasingame's newsletter telling about recognized small business experts who he is interviewing on his radio show.

He IS the Small Business Advocate:

Listen to my recent interview with Jim Blasingame (on the Small Business Advocate show).

Patricia Weber
The Sales Reluctance Coach
What is the area of sales of your greatest reluctance?
Take this survey. Read more!

Taking the COLD Out of Cold Calling

My online friend and associate, Wendy Weiss, The Queen of Cold Calling, has a terrific program coming up. She is going to discuss cold calling and how she helps entrepreneurs, business owners and sales professionals – just like you – prospect fearlessly and schedule more new business appointments in less time.

The Cold Calling Free Preview Call is on February 5, 2008.

Prospecting is perhaps the most important skill that entrepreneurs, business owners and sales professionals must master to be truly successful. Let’s face it, without customers you don’t have a business, and without prospecting, you don’t have customers!

In this day and age there are certainly many avenues that one can take to reach prospects. No other avenue, however, is as powerful as the one-on-one, personal, direct connection that you can make with a prospect by having a great telephone conversation.

Outsmart and Outsell the Competition

On the telephone, you can instantly build rapport, gather information, show your expertise and move your sales process forward, all of this while your competition is still trying to get in the door.

Many people, however, struggle with prospecting by phone. The reality is that prospecting can be difficult, but it doesn’t need to be. The good news is that cold calling is a communication skill, and like any communication skill, it can be learned and improved upon. In working with my clients, many of them have practiced new skills and are thrilled to see their results change.

If you struggle with prospecting, you too can see amazing change and terrific improvement in your ability to connect with multiple new prospects on a personal level, and have them agree to sit down and have a further conversation with you.

The Cold Calling Free Preview Call is on February 5, 2008 and details can be found here:
http://www.profcs.com/app/?Clk=2250829

Don’t wait. This preview call is guaranteed to help, right now, regardless of your sales experience or background.

To your success!

Pat Weber
http://www.prostrategies.com
FREE Report: 6 Secrets to Sales Success for Introverts!
Through JAN 31 2008:
Get 2008 Calendar with Top 52 Coaching Thoughts! Read more!

Selling Yourself Your Way Gets the Best Sales Results

If you have been on any of my teleclasses, you know I'm a big proponent that there is no one method, no one right process and no one and only way to sell.

Salespeople's best bet is to be sure how they sell fits them and their customer.

Take a look at this article which purports a "CDC process to selling: collect, discard and create."

Patricia Weber
The Sales Reluctance Coach
What is the area of sales of your greatest reluctance?
Take this survey. Read more!

2008 Sales Reluctance Survey Findings Revealed

The five categories in the sales reluctance survey I mentioned focused on: 1) networking events, 2) losing a sale, 3) delivering a proposal or presentation, 4) follow-up and 5) sales slumps.

Here's one of the problems uncovered about networking:

Do you go to networking events without meeting the right, and enough people, like 31.4% of people I’ve surveyed say they do.

But take one step back.

Before you can put effective networking conversations in place, your beliefs about the sales process have to support you in that same direction. It's techniques that allow you to make the value connection without feeling so self-conscious so that then the relationship will develop naturally from there.

Here's a networking strategy to loosen that straight jacket of sales reluctance:

Networking is one marketing strategy that finds you leads and connections. But how often do you go to a network event and have your energy sizzle out for you before you get what you intended to? I bet you've even experienced times when you wanted to turn around before you even arrived! The attitudes, behaviors and emotional methods that work need to be within your comfort zone so that you become energized about going to your next networking event. Really.

My Special Tip For Your Next Event.

First, here's one of my favorite techniques when you do go to a networking event.

Most sales training or even sales coaches might tell you to go to an event and meet as many people as possible. Talk with and get business cards from everyone you can. Then follow up with everyone to find out about your next step.

Whew, I'm exhausted just saying that as an idea.

Here's a little peek at what I know that you can do that you likely aren't already. Or else why would you be so held in the grips of sales reluctance?

So here's a strategy for the sales reluctant:

• Plan to go to an event.
• Decide in advance how many people or even who you want to meet.
• You might even want to ask a friend at the event to introduce you to just those people.
• Get only these people's business cards.
• Ask people to write their birthday on the back of their card – month and day only!
• If other people ask you for your card, give them only if you decide you intuitively know there is some worthwhile connection.
• Then, within two days, systematize your follow up with people and invite them to your next step to connect after the event. Also, use your system to send them a birthday card when it rolls around.

I'm headed to a local networking event this evening and I'll be both doing this myself and thinking that you might be out doing the same.

Listen.

Everyone loves to know you remember their birthday. Here's a great tip I stumbled on to make your telephone do JUST that for you!

Is this networking for the "right people", people you want to meet strategy more doable? Is it within your reach?

Give it a try and let me know how it works for you.

Pat Weber, America's Sales Reluctance Coach
Specializing for Introverts and Shy
http://www.prostrategies.com
Shy? Introvert? Reluctant about any part of the sales process?
Custom TIPAMONTH Marketing is an easy solution!
http://www.remembergreetingcards.com/easyfollowup test drive an account.

PS You can still take the sales reluctance survey! Read more!

Lucky people are more extroverted?

I came across this website The Luck Factor.

As you read the premise of this article, again there is an underlying misconception as so often happens with introversion versus extroversion.

What I DO agree with is the statement that to have more chance encounters turn into lucky opportunities means you have to be somewhat of a "social magnet."

Would you agree? I mean if you are a social butterfly, you will simply increase the number of your encounters.

But, here is where I part ways: "Social magnets attract others because they exhibit behaviors that other people find attractive and inviting, namely eye contact, smiling and open body language."

People think I AM an extrovert because I listen, with my eye contact, and I always wear a smile because - I am happy!

You can have "namely eye contact," and be more of an introvert.

Check out the Make Your Luck at The Luck Factor.

So how can we as people with sales reluctance make our own luck with less chance encounters? Isn't that the question?

Patricia Weber
The Sales Reluctance Coach
Specialty in Introverts and Shy Read more!

Sales reluctance turns into sales disappointments

I mentioned a survey in the Here's to Ringing in a Great 2008 post! The survey is giving me excellent information to continue to learn what sales reluctance problems my customers want to shake off. I work with independent professionals and sales people and small business owners who sell.

It's NOT surprising that 36% of those who responded said, "I am queasy about thinking about being at one."

Come on! I'm an INTJ who sells and attends these events. Most of the time I make it through about an hour of balancing food, drink (mine's usually water) and a semi-conscious conversation from another party.

There's a most surprising let-down around networking. A sales disappointment that I don't often experience.

It's a sales problem that must be addressed because as much as I dislike them - networking events work for me! I get leads, connections and sometimes clients.

The finding that I will be posting some bull-eyes tips for: "I attend them [networking events] but I don't meet the right people." That was mentioned 50% of the 12 "other" problems with networking.

Wow.

Let your sales hat soak that in.

Then come back once I've noodled it around a bit.

Patricia Weber
Sales Reluctance Coach with Specialty of Introverts and Shy

PS: I've posted my very first online video. No; not ready for PrimeTime or You Tube. We will get to finally meet though if we have not already. So take the survey now that is going to open even your selling eyes... Click Here to Take Survey. Read more!

A Happy Introvert Day!

Now it's official! Someone proclaimed A Happy Introvert Day.

As you start the New Year with celebration, consider Diane Cameron's idea. And I'm not referring to her statement about Howard Dean.

What idea intrigues me is claiming a A Happy Introvert Day. It's of course, perfect timing.

And why wouldn't be?

As introverts we usually think and plan before we dare make such a bold declaration.

What do you think? Can we just claim January 2nd as Introvert Day?

Do we even want to? Wouldn't it mean some kind of party to go to or can we make our own "party" rules?

Hope you celebrate a great 2008 EVERYDAY.


Pat Weber, America's #1 Sales Reluctance Coach
Specialty of Introverts and Shy
Shy? Introvert? Reluctant about any part of the sales process?
Just one tool for follow up that gets results for the reluctant salesperson:
http://www.remembergreetingcards.com/easyfollowup and get a GIFT ACCOUNT. Read more!

Here's to Ringing In a Great 2008

Wishing you every happiness this Holiday Season and prosperity in the New Year.

Do you hate to sell, or get energized by cold calling?

What is your natural tendency when it comes to networking, schmoozing and sales?

How do you feel about giving a presentation or delivering a proposal?

Do you ever find yourself saying, "Oh I'm not a salesperson I am [fill in the blank with what title you give yourself.]"

Take a moment to get honest with yourself when you answer a quick survey waiting for you.

And, to let you know how grateful I am for your answers, there are three gifts waiting for you to claim.

First you get: a written report. Easy Steps to Shatter Your Sales Reluctance And Boost Your Business.

Second, you get an audio or the same report.

And third, you can attend a complimentary three part teleseries! HURRY! The series starts January 3rd, 2008.

Yes!

You can have all these valuable bonus gifts for less than two minutes of your time.

Just answer the 2 minute survey ... Click Here to Take Survey

The Survey is Anonymous!

Your answers will also help with the blogging information you get in 2008. More relevant, more focused and as always... right on point.

Regards,

Patricia Weber
Sales Reluctance Coach with Specialty of Introverts and Shy

PS: I've posted my very first online video. No; not ready for PrimeTime or You Tube. We will get to finally meet though if we have not already. So take the survey now ... Click Here to Take Survey. Read more!

Merry Christmas!

And happy holiday whatever you celebrate.

Are you like me this time of year? Sending cards? Thinking and planning for next year? Decluttering to keep energy high?

I just released this last week first to my ezine subscribers. A 2008 Calendar of 52 Coaching Thoughts. Subscribers on my email list always get gifts like this before a general announcement.

It's a 2008 Calendar of 52 of the Most Powerful Coaching Thoughts to help you each and every week with your focus, clarity and actions. You can either print out the year, or print out a month at a time or heck, just open it up to ponder the questions of the month.

Some of my favorite questions are, in no particular order:

-If you could wipe the slate clean for next year, what would you do?
-What is a better way to reach your goal that no one else is doing?
-How is where you are right now just perfect?
-What are you tolerating?
-What is life asking you to do differently?
-What would it be like right now if you could wave a magic wand?

The 2008 Calendar of 52 Coaching Thoughts available for download:
1) requires NO payment information,
2) requires no promo code,
3) you can forward the link for others to download,
4) needs to be completed in entirety (name, address) for you to be directed to the download page
5) requires you press the button "continue to payment information" so that you will
6) get an email with the link to download it later!

Yes; it is INVALUABLE because these are actual coaching questions that can help you get clear, get focused and get going. Every week of the year.

Go get yours now if you have not already. It's easy, it's quick, there is no payment information required, no codes.

You're just a click away.

Patricia Weber
The Sales Reluctance Coach! Read more!