The term introvert is often misunderstood. It is not someone, who doesn’t necessarily like people, it is just that he/she takes some time to get on with most of the people.
Usually they may not fall for someone on the first sight. I would define them as realists and not impulsive in thought and behavior, which translates to a good relationship manager. In my college days, a lot of the time the definition of a salesman was one who could sell ice to the Eskimo. But I always beg to differ, why do we need to sell ice to an Eskimo? Does he really need it, are we doing justice to a relationship by doing so. The so called extrovert could be someone who does sell ice to the Eskimo and may get something in the short term. But an introvert or a relationship guy would actually introspect and see what makes sense to the Eskimo, and offer him that thereby deriving a mutual benefit.
In channel sales, it is the same in order to ascertain what the channel partner wants. We should work with our ears more than our mouth, a characteristic that one would ideally see in an introvert, someone who doesn't necessarily blow you away with his/her charisma and outgoing nature but digs deep into what makes sense to all involved.
Most of the B2B sales superstars I have seen were Dynamic, Aggressive and Extrovert. They are great at establishing instant connect, influencing the customers and walking out with that deal.
There are people who are not Dynamic & Aggressive but they are best relationship builders, and they are called Introvert.
I believe Channel Sales, is not about that instant connect, or about that one deal. It's about building relationship, winning mind share and being a product evangelist. In Channel sales, you are interacting with business owners and they are concerned about many things, not just ROI. They are more interested in a relationship, rather than the product.
When it comes to building a relationship, I believe introvert, always look for long term relationship, they take that extra step to build the rapport and win the confidence. Introvert research well, before taking anything to either resellers or customers. They don't feel confident to ask someone to invest in their product or services until they have convinced themselves.
Channel sales is more about being a coordinator or a link between OEM, Partners & Customers. To be a good coordinator two skills, play key role, one you have to be keen listener and second to be a good observer. And these skills come to Introverts naturally, which makes them to be able to understand people and the situation better for better Coordination.
Communicating your business Idea/Model effectively and setting the right expectations are very important in channel sales. And Communication is the answer here. Introverts are good in word selection and setting the tone for the discussion. And hence they could able to communicate business model effectively and set right expectation.
I think Introverts with their natural skills, to be a good listener, observer and relationship builder make them a better choice for Channel Sales.
I would appreciate your feedback, view and opinion on the subject.
Usually they may not fall for someone on the first sight. I would define them as realists and not impulsive in thought and behavior, which translates to a good relationship manager. In my college days, a lot of the time the definition of a salesman was one who could sell ice to the Eskimo. But I always beg to differ, why do we need to sell ice to an Eskimo? Does he really need it, are we doing justice to a relationship by doing so. The so called extrovert could be someone who does sell ice to the Eskimo and may get something in the short term. But an introvert or a relationship guy would actually introspect and see what makes sense to the Eskimo, and offer him that thereby deriving a mutual benefit.
In channel sales, it is the same in order to ascertain what the channel partner wants. We should work with our ears more than our mouth, a characteristic that one would ideally see in an introvert, someone who doesn't necessarily blow you away with his/her charisma and outgoing nature but digs deep into what makes sense to all involved.
Most of the B2B sales superstars I have seen were Dynamic, Aggressive and Extrovert. They are great at establishing instant connect, influencing the customers and walking out with that deal.
There are people who are not Dynamic & Aggressive but they are best relationship builders, and they are called Introvert.
I believe Channel Sales, is not about that instant connect, or about that one deal. It's about building relationship, winning mind share and being a product evangelist. In Channel sales, you are interacting with business owners and they are concerned about many things, not just ROI. They are more interested in a relationship, rather than the product.
When it comes to building a relationship, I believe introvert, always look for long term relationship, they take that extra step to build the rapport and win the confidence. Introvert research well, before taking anything to either resellers or customers. They don't feel confident to ask someone to invest in their product or services until they have convinced themselves.
Channel sales is more about being a coordinator or a link between OEM, Partners & Customers. To be a good coordinator two skills, play key role, one you have to be keen listener and second to be a good observer. And these skills come to Introverts naturally, which makes them to be able to understand people and the situation better for better Coordination.
Communicating your business Idea/Model effectively and setting the right expectations are very important in channel sales. And Communication is the answer here. Introverts are good in word selection and setting the tone for the discussion. And hence they could able to communicate business model effectively and set right expectation.
I think Introverts with their natural skills, to be a good listener, observer and relationship builder make them a better choice for Channel Sales.
I would appreciate your feedback, view and opinion on the subject.
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