Tag Archives: UXL
April 1, 2015 Are You an Ambivert?
It is easy to pigeonhole people. It’s easy to say, “You’re like this,” “I’m like that,” “You behave like this…” But the effects this type of stereotyping can have on people can damage a person’s confidence or might inhibit their growth. One of the most common ways we think about others is labeling them as an introvert or an extrovert. We generally think of extraverts as boisterous, open, and social and think of introverts as quiet, secretive, and reclusive. But are people really either one thing or the other?
Definitely not. Even the acclaimed psychologist, Carl Jung, identified a third personality type: the ambivert. He said this group is “the most numerous and includes the less differentiated normal man.”
An ambivert is someone who is socially flexible and attempts to strike a balance between extraversion and introversion. Ambiverts adapt to different situations in the way they think is best—either with an introverted or extraverted tilt. Additionally, they often have a healthy emotional balance that extreme extroverts or introverts sometimes lack.
Ambiverts can also be more successful in sales. According to Adam M. Grant, author of the research paper Rethinking the Extraverted Sales Ideal: The Ambivert Advantage, “Ambiverts achieve greater sales productivity than extraverts or introverts do…Because they naturally engage in a flexible pattern of talking and listening, ambiverts are likely to express sufficient assertiveness and enthusiasm to persuade and close a sale but are more inclined to listen to customers’ interests and less vulnerable to appearing too excited or overconfident.”
As an Insights® Discovery practitioner, I appreciate the term ambivert. One of the great things about Insights®(a personality and behavioral assessment based on the studies of Carl Jung) is that it takes into account human adaptability and dynamism. We might have good days and bad days; we might react one way at a social gathering and another way in an office setting; we might feel extraverted in some situations and introverted in others. Although, according to Insights®, we may “lead” with a certain personality, we all have the capability to embody other personalities as well. (If you’re curious about how Insights® can lead to better inter-office relationships and improved communication, contact me anytime).
So, what do you think? Are you an ambivert?
Tags: ambiverts and communication, ambiverts and sales, are you an ambivert, Margaret Smith, UXL
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March 25, 2015 The Power of Storytelling in Sales
“A good salesperson knows how to talk; a great salesperson knows how to tell a story.” –Rivka Willick, story coach and writer
It is human nature to listen to and trust stories. Ever since we were children, we’ve been surrounded by narratives—on television, in movies, in books, from our grandparents. Sure, stories are fun, but they are also powerful and there are scientific reasons as to why people are attracted to stories. According to neuroeconomics pioneer Paul Zak, “Stories that are highly engaging and contain key elements — including a climax and denouement – can elicit powerful empathic responses by triggering the release Oxytocin. Often referred to as the ‘trust hormone,’ this neurochemical promotes connection and encourages people to feel empathy.”
So, how can you use this powerful technique to gain trust and win sales? Here are a few methods:
1. Keep it relevant
It’s great if you have an amazing story about fly-fishing in Montana, but is that really what your prospective wants to hear? Instead, focus on the material you’re presenting. How can you bring it to life with a relevant story? Perhaps you have a tidbit about how your product positively affected someone? Or maybe you have an interesting story about the products’ development or value? Brainstorm and jot some ideas down on a notepad. Then, run them by your co-workers or friends to gain their input.
2. Have a beginning, middle, and end
This point may seem obvious, but it is absolutely crucial. Storyteller Kambri Crews said in an interview with Entrepreneur.com that, “The beginning should hook your audience, while the end, the call to action, must be clear.” If your story is jumbled, your prospective client may have trouble deciphering the main message or become disengaged.
3. Remember the “elements of a good story”
Sales Benchmark Index has some great advice on using basic storytelling elements to create a compelling tale. They break down a story into the Hero, Stimulus, Conflict, Crossroad, and Moral. Here is an explanation of the elements:
- Sympathetic main character, AKA the Hero. The audience should be able to see themselves in the hero and the situation.
- The Hero encounters a Stimulus, which leads them in the direction of resolution or transformation.
- Tension or a Conflict is exposed. Our Hero now must maneuver challenges and obstacles.
- A Crossroad where the final transformation takes place. In your Use Case this is where the customer purchased your solution.
- The final chapter in the story is referred to as the Moral of the Story. The Hero has navigated the Conflict and appears transformed in an ideal state.
4. Practice, practice, practice
Like most things in life, you have to practice your pitch in order to perfect it. First develop it on your own and practice giving your pitch in front of a mirror. Then, practice with others, allowing them to interrupt or make comments (which is likely to happen in a real-life sales situation). Practice sounding natural and unrehearsed and don’t forget to let your body language be relaxed, open, and friendly.
Need help developing your story? Feel free to contact me for guidance.
Tags: engage your prospective, engagement in sales, Margaret Smith, storytelling in sales, the power of storytelling, UXL
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- Posted under Communication, Sales, Tips for Improving Interactions
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