Attention introverts, today's show is for you and for you specifically. If you want to go from being timid to being a sales savage, you have to join me for this edition of The Daily Dose of Dave on the InsideBS channel. Hey now, I'm Dave Lorenzo.

I'm the godfather of growth and today we're going to share with you how you as an introvert can become a sales savage. The first thing we need to get straight is that being an introvert is not a disability. It's not a disease.

It's not something you have to learn to cope with. It's how you're wired. It's your personality and we can make this a competitive advantage, but the first thing to realize is it's just a personality type.

It's the same thing as the color of your eyes. Can people with blue eyes sell? Yes. Can people with brown eyes sell? Yes.

Being an introvert is no different than the color of your eyes or whether you're left-handed or right-handed. It's just how you were born. It's an innate quality or characteristic and it's not something that should ever hold you back or that needs to be coped with.

You can use it as a tool as your competitive advantage. As an introvert, you prefer to be thoughtful and you prefer to spend time by yourself thinking about things that you're going to do, thinking about who you're going to become, and thinking about how you're going to be successful. This is a huge competitive advantage for you because many extroverts cannot get into that mode unless they're around other people.

They can't draw the energy to do those things unless they're around other people. You as an introvert get energy from spending time by yourself being thoughtful. This is a huge competitive advantage for you.

Step number one in becoming a sales savage as an introvert is to leverage the power of preparation. Preparation will reduce any anxiety that you feel and it'll build your confidence. You're going to know exactly what to say and exactly how to say it.

You're going to anticipate the objections that you're going to hear and you're going to catalog those objections when you hear them over and over again. This will allow you to be in control of the sales process. That control, that knowledge, that ability to prepare is going to help you get out of your situation, get out of your shell, and get in front of the people who can make decisions to leverage your services so they can be successful.

So here are some key techniques for you to employ to master the power of preparation, to leverage your ability to prepare. Number one, develop deep scripts for all the key scenarios that you could face in a selling situation. If you don't know what scenarios to anticipate, call me.

I've been through this a drill it with you. I will go through it with you. We will write everything down.

We will video it so you can capture it and practice it in front of a mirror by yourself before you ever get in front of anyone. So developing scripts for these key scenarios is essential for you to have a platform to fall back on when you're in front of people. Number two, research thoroughly to understand who your prospect is, what they need, what their pain is, and their industry conditions.

This research will make you feel confident that you know as much, you probably will know more about what's going on in their world as they do. This is essential for you because you'll feel like you belong there. Number three, role play, role play, role play.

Make the unfamiliar familiar by going through it over and over again. This is why a sales coach or someone like me is essential for everyone who's an introvert. I'll go through it with you a million times.

I will make you uncomfortable in practice. I'll make you so uncomfortable in practice that when you get in front of people, there's nothing they can say that you won't have heard before. In fact, I will take you to the extreme in practice where you're comfortable so that you'll never be put in an uncomfortable position when you're in front of someone.

Sales is just like sports. The more you go through it, the more you practice, the better off you'll be when it comes to game time. All right, the second element of being great at sales, being a sales savage as an entrepreneur, is listening and demonstrating empathy.

Introverts are naturally excellent listeners. You need to become adept at understanding your prospect's true needs and feeling your prospect's pain because this empathy will build trust and rapport when it comes to selling, distributing, delivering to them the solutions they need in return for financial compensation. That's what sales is, sharing a solution with a client in return for financial compensation.

Here are your three key techniques. Number one, use the 80-20 rule. Listen 80% of the time and talk 20% of the time.

I have a feeling for you as an introvert, that's not going to be much of a problem. Asking great questions so that what you're listening to is great information so that you can really understand what their pain is and how to solve it, that's the key. Number two, mirror the prospect's language and tone to build connection.

If the prospect is speaking rapidly, you speak rapidly. If the prospect's tone is subdued, make sure your tone is subdued. If the prospect is energized and excited, make sure you're energized and excited.

Mirror their language and their tone and psychologically, subconsciously, you will build a connection with them. Number three, asking open-ended questions to encourage dialogue, to keep them talking. This is essential because this is how you're going to uncover what they're really feeling and that's what we want to sell to.

We want to connect with them on an emotional level, demonstrate our empathy, make that connection so that they are on the same page as us. We have great rapport and then when we propose our solution to take away their pain, we will be doing it from a place of helping them and that's what sales is. I'm going to say it again, helping people in exchange for financial compensation.

That's what we're doing when we're selling. All right, now point number three, step number three in going from being an introvert who's timid, shy and afraid to sell to being a sales savage is building your system for consistency. A repeatable sales process is what will empower you to focus on execution rather than improvisations.

You get nervous, you get concerned, you feel self-conscious when you have to improvise, when you have to react on the spot and you feel overwhelmed and I get it, this makes total sense. If we can drill a system into you where every interaction is the same, every interaction is similar, although the people you interact with will be different, you have the same questions you ask to open up the dialogue, the same questions you ask to uncover the pain, your same listening techniques that help you get to the heart of the matter for the person you're working with, the same questions that lead to the prospect saying, can you help me, will you help me? All of this will become familiar to you and then your follow-up is consistent, your onboarding is consistent. If all of this is familiar, it will make you feel better about the process.

The sales process for you as an introvert will be the same exact technique as brushing your teeth, making a sandwich, going to the store. You will know exactly what to do and when to do it and if we program this, you will feel more comfortable. Now your follow-up is critical.

So once we get the face-to-face part right, 60%, 70% of the time if you're excellent at this, you're going to hear no or you're going to hear not now and that's fine because it's about them, it's not about you and if you are concerned about this in any way, I'm going to point you to the rejection armor show that I did just last week. I'll put a link in the show notes to the show we did on building your rejection armor so that you can learn those techniques so that you understand that when people say no to you, it's part of the process. It's just not now, it's just part of what you're going to go through.

The key then becomes follow-up. So here are three techniques you can use to follow up like a champ. Number one, use a CRM, a client relationship management system to track your follow-ups so that you receive automated reminders so that you know when to follow up with the people that you've come in contact with.

Number two, create daily outreach with clear goals. Put on your calendar an hour at a time, so maybe three hours scattered throughout the day for follow-up and in that calendar reference where you're going to go to look for your follow-up list. So if it's at 11 a.m. from 11 to 12, you're going to have 11 to 12 sales follow-up and then in the notes on your calendar it's going to say go to the CRM, look up these five areas, call 20 people across these five areas from 11 to 12.

If it's two to three and then five to six, that's what the notes are going to say to remind yourself to do it and you got to do this every day. Your follow-up is a daily thing. You can't just follow up once in a while.

You have to follow up every day. Number three, implement a feedback loop to review successes and refine approaches. This is where a sales coach is critical.

This is where working with me is critical. Your feedback loop has to be generated from someone outside of your internal organization. You can't do feedback with yourself.

You have to have feedback from someone externally who can objectively look at what you're doing and tell you what's going well and what's not going well and here's the reason why. You're too close to the situation. You're going to think every failure is about you or you're going to project your failures onto your clients.

Someone externally who's trained, someone who's a good sales coach will be able to look at what you're doing and diagnose what your issues are, what your problems are and they'll be able to share the solutions to those issues and to those problems with you. Those are the three steps with a lot of detail involved in each step for how you can go from being an introvert who's scared of sales to being a sales savage. If you're not an introvert, use this system and it'll make you a superstar as well.

But if you're an introvert, remember this is not a disability. You can be every bit as good. In fact, most of the time introverts are better at sales than extroverts because introverts don't try and wing it and extroverts always do.

When you have a plan, when you have a process, when you have a system like this, you are setting yourself up for success. I'm Dave Lorenzo. This is your Daily Dose of Dave.

We'll be back here tomorrow at 6 a.m. with another edition of our show. Until then, here's hoping you make a great living and live a great life.