In the final analysis, all really good salespeople, introvert or extrovert, are flexible to some extent. They have the ability to read clients and prospects and to subtly adjust their appearance and presentation to mirror their prospective buyer. Sure, it is probably easier for an extrovert to sell to an extrovert and an introvert to sell to an introvert. But true success demands the ability to sell to anyone; no matter what type personality they might have. I'm not saying you have to be a chameleon adopting your customer's personality and mannerisms. It is much subtler than that. On the physical level it may mean moving just a bit more quickly, speaking with a faster cadence, and sitting a bit closer to someone than you usually do. This challenge isn't confined to introvert's exclusively. One of the most valuable assets for any sales person to possess is the ability to "read" people. In theory,Cheap Kellen Winslow Jersey, introverts should actually be better at this than extroverts because by being quiet and less obtrusive, they have the opportunity to listen more and get a better read on the person to whom they are speaking. Armed with this information they can then adjust their own demeanor accordingly. Talking with a non-native English speaker presents its own special challenges. If you don't know how well your listener understands English you might inadvertently speak too slowly and embarrass the person or you might speak normally and risk having the person not be able to follow you. It's best to speak just a little bit more slowly and get feedback from your listener to make sure you are being understood. If your prospect's office is full of material but sorted into piles and neatly stacked,Cheap Chris Williams Jersey, you've got a detail person. You probably still need to be highly focused but be sure to have the time to include all the details of your product or service. As long as you stick to the subject and provide substance, you'll have an audience. But be prepared for questions. Detail people like details, details,Indianapolis Colts Jerseys, details. Make your answers comprehensive and always ask if they need further explanations. As we've discussed, being flexible is an essential asset for any salesperson. By being aware of others and making subtle adjustments in your own style, you'll find your prospects and customers warming to you as you warm to them. Body Position Body language is much more difficult than speech to interpret. Of course, crossed arms and legs are signs of resistance and arms legs relaxed are signs of acceptance. Bu it has been my experience that body language can be so changeable and affected by so many variable that it is better to control your own body language than to constantly try to adjust yourself to your prospect. So always be sure that you are open, looking directly at your prospects and leaning slightly toward them. But be sure to always leave a respectable space between you and the person with whom you are speaking. Nothing can be more disconcerting to a person that likes their space than someone who sits too close for comfort. The intelligent extrovert, upon ascertaining that his prospect doesn't share his devotion to a frenetic pace, moves a bit more slowly, tones down his speech and sits just a bit further back from the desk. The key is to be aware of your prospect's or customer's style and adjust accordingly. There is no shortage of books on how to read people. Self-help books can show you how to take your cues from indicators such as office layout and decorations, body language and business dress. I suggest you invest the time to learn more about the intricacies of reading people and personality styles. As introverts, we should enjoy the challenge and opportunity to learn something new about people and put it into use. Over the years, I have worked with a few salespeople who have had an annoying habit of getting too close to me when talking. In my experience, these were usually more extroverted people, "touchy, feeling types." But getting too close is not only an extrovert problem. But getting too close is not only an extrovert problem. After all, we introverts appreciate our personal space and are not as prone to invading others personal territory, right? But what I have found is that introverts who are not comfortable in a selling situation can react to their nervousness by getting "up close and personal" and be just as obnoxious as any extrovert that gets too close. The Office The office is easy. The sparser the office, the more likely the person wants to get down to business quickly without a lot of small talk and introduction. Just give these types the facts. Don't start out telling the story of your company's founding in 1932. Get to the point quickly and explain your best benefits first. With someone like this, it is a good idea to tell the person how long you expect to need and then stick to it. Rambling and long drawn out presentations are your enemies here. If your prospect has a generally messy office with papers strewn here and there, the photos a little crooked on the wall and a couple of old coffee cups on the window sill, you probably have someone more creative, more easy going, a big picture person. So most likely you can take a few moments to warm up, tell a few stories and take your time asking questions or explaining details. Don't rush with these people. You'll take more time but should be richly rewarded. For our purposes, and in the short run, I would advise you to focus on three signs of a person's character you can assess during a business call: their office layout, their speech pattern and their physical position while talking to you. Be watchful of how your listener reacts. Start out where you feel comfortable and then adjust as you take your cues from the other person. If they appear to like you closer, then by all means move closer. But if they are like me and don't want you too close, stay back and make sure they are comfortable. Speech Patterns Speech is also a very telling sign of our internal makeup. In general, just be aware of your prospect's speech patterns and try to move your own natural patterns closer to theirs. If he or she is a fast talker, speed up your speech. Conversely, if they speak slowly and methodically, you do the same, as much as feels comfortable to you. Never stray too far from your comfort zone because you will feel unnatural and it will project to your listener. It's said that people tend to like people they believe are similar to them. Opposites don't attract. In fact, they repel. You want to be perceived to be as much like your prospect as possible within the boundaries of your own comfort level. Step out of those boundaries and you run the risk of appearing foolish or, even worse, you might be perceived as mocking your listener.