CLOSING THE DEAL
What Makes People Successful in Business & Sales?
You've probably wondered this
at some point in your life. Usually this question arises after a particularly
tough day, week, or month. Have you ever asked yourself "Do I
have what it takes?" Have you ever asked yourself if there are certain
personality types that succeed in "closing the deal" and wondered if you are the right type? Does it require a strong work ethic, persistence, or drive? Or do you need to be a
"glad-hander" or "back-slapper"?
Actually, these personality
traits aren't necessary. Sure they can help. Extroverted people are more
natural at networking and it's effortless for them to approach strangers (i.e.
new prospects). Whether or not an extrovert or an introvert will be more
successful as a business or sales leader has a lot to do with your customer or prospect. If they are introverted, like many engineers or doctors
for example, then an extrovert may turn these people off.
introvert is going to be challenged keeping up with the extroverted
personalities of marketing
managers. But these are just tendencies, generalizations that are useless in
evaluating your own personal situation.
What matters are the personality
traits like a strong work ethic, persistence, drive and attitude. And let's add to this
list another very important trait - flexibility.
Flexibility of behavior,
flexibility of method, and flexibility of attitude, combined with drive,
persistence, and a strong work ethic will make your outer communication style
irrelevant. You can sell to any personality type. If you are an "introvert" you
can learn to "do" extroversion as needed when selling or training new people and
groups. In your personal life, you can still be an introvert. If you are a
natural extrovert, you can learn to tone it down a little to connect more
effectively with introverts.
Being flexible can make you
quite successful. There is no one personality type that best succeeds in business.
Just as there are different types of customers and prospects, there are different types of
business and sales leaders that can "naturally" or "flexibly" sell to them.