Being Shy can be a massive advantage when your prospecting

03 March 2019

Being Shy can be a massive advantage when your prospecting

Shy people have a massive advantage

A common misconception is that shy people have trouble building their businesses.

Wrong. Shy people have a natural advantage that makes them great business-builders.

Natural advantage? Yes. They are great listeners. And prospects love great listeners.

If the purpose of business is to solve other people’s problems, how can we know what our prospects’ problems are if we are talking all the time? Yes, the talkers pitch their businesses blindly, not knowing the prospects’ problems. Shy people? They listen for the problems, and then talk about the prospects’ problems. So much easier.

So instead of going to our prospects and selling "stuff" ... let’s listen to our prospects’ problems, and then use our knowledge or services to solve their problems. Prospects love this approach.

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Q. What do we call it when salespeople show up and just talk about what they offer?

A. "Showing up and throwing up."

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Another nice pre-closing technique.

Late in our sales presentation, we could say,

"If you decide to move forward on this, here are the steps we would take."

Then we describe what steps we would take together to buy or join.

Now our prospect knows how to move forward. We are gentle influencing their decision to pick us.

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Busy people need more time.

When our prospects are too busy, remind them that this problem won’t go away. They don’t want to be busy the rest of their lives with no time for family and hobbies. So these 5 Magic words will help.” Would it be  ok if “we made sure you save your valuable time by sorting out this problem today"?

We can help them change their lives with our business ideas, advise and solutions.

Humour

The man who invented predictive text leaves behind a whiff, two sins and a doughnut.

My husband was hinting at what he wanted for his 50th birthday.

He said, "I want something shiny that goes from 0 to 200 in about 2 seconds."

I bought some bathroom scales.

And then the fight started .....

My son got a grade F in his geography exam today.

I sent him to his room but he ended up in the fridge.

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