Sales Strategy
Jimmy DeGroot: Are the Best Salespersons Extroverts? January 07, 2025 (0 comments)
Green Bay, WI--You don’t get along with everybody, do you? I know I don’t. There are some people that rub me the wrong way, even just looking at them. Just like our lack of love for all people of the world, we don’t like buying from some people and some folks don’t like buying from us. It’s normal.
Take it from Robert Palmer song, “Every Kinda Of People,” “Ooh, it takes every kind of people, to make what life's about, yeah. Every kind of people to make the world go 'round”
So, when your extremely outgoing salesperson who hugs her customers, talks for hours, shares everything about their life as well as listen to everything in her every customer’s life is ready close her customer, you think: “This is definitely the one you want. Look how FUN this is!” However, not all customers are gonna buy. On the other hand, your sales guy who shares every single detail from the specific gravity of diamonds to their culet size isn’t going to close everybody either.
According to expert sales trainer Zig Ziglar as well as prominent business author Daniel Pink, the best salespeople are Ambiverts who can shape their presentation style to the customer in front of them. If they are lovers of detail, the ambivert can go into that mode. If they want to dish about the big engagement party that’s planned as well as every detail about the wedding, the ambivert can turn on the “fun” switch and meet the customer right where they are.
When you’re searching for great salespeople, I recommend a simple test such as the “Flag Page Test” or any number of motivation revealing tests. Then hone in on the person who isn’t polarized to the extrovert or introvert end of the spectrum. Rather, find that middle ground person who can be a sales chameleon so to speak and play the averages so that they can meet more customers right where they’re at.
James (Jimmy) DeGroot is a professional jewelry sales and operations trainer from the jeweler’s side of the counter. Having been in management and the jewelry business for over 20 years, Jimmy offers weekly training to jewelers nationwide via the Train Retail website. Jimmy is an AGS titleholder and specializes in training relevant and timely methods for jewelry teams. He can do a full training on making Bridal Presentations the best they can be, among many other regular training options. Contact Jimmy at jimmy@trainretail.com or call 920-492-1191.