Unfortunately, like most things in life, we don’t get to pick and choose the traits that make up our wonderfully unique personalities and who we are.
Wouldn’t that be awesome? But instead, we arrived on earth in the unbelievably complex package that is us. Some of us are just introverts and that comes with a fair amount of difficulty if we are working in an industry where having people skills (and constantly dealing with clients) is pivotal to our roles. The good news is, that anyone has the ability to be a good salesperson.
While your job title is not necessarily ‘salesperson’ there is still a fair share of selling to your clients that needs to happen as a MICE consultant, especially when it comes to ideas for conferences, destinations for incentives, food choices, hotels and more. So here are some closing techniques that will help even the most introverted of MICE consultants:
Fake it till you make it
I feel like the old adage ‘fake it till you make it’ was probably formulated with introverts in mind, and honestly, it’s one of the best closing techniques you can make use of. The reality is that depending on the situation we can be our introverted selves or we can adapt extroverted skills we have observed – and quite literally fake it till we make it and confidently ‘sell’ an idea to a client. The one way this becomes easier is when you are passionate about whatever it is that you are trying to sell to your client. If you are totally passionate about the event space, the incentive destination, the experimental take on the conference, whatever it is, if you are totally sold on it, it makes it easier to sell because you are less concerned about how people perceive you and more concerned about sharing this incredible idea with your client.
Many people see selling as being all about talking and convincing your client of your incredible ideas, so putting ‘actively listen’ on your list of closing techniques seems counter-intuitive, but it’s a hugely underrated trait to be able to really listen to someone, and as an introvert, you probably already have this skill well-honed. You can only really know what the client’s business objectives, dreams, insights, ideas and stance are when you take the time to listen to them properly – something that salespeople, and MICE consultants don’t always get right. But the massive benefit of this is that you can make informed decisions on what to suggest to them, adding to the possibility of you actually ‘closing the deal’.
Ignore that uncomfortable feeling
Introverts tend to focus a lot of their energy on the awkward or uncomfortable feeling of trying to sell one of their ideas. But one of the biggest tips I can give you when it comes to closing techniques is: to shamelessly ignore that feeling. Being sensitive to others is a gift, use it to better cater your offerings in a way that you know your clients will love them. Start ignoring that awkward feeling, and eventually, you will realise that it doesn’t crop up so much anymore, giving you the confidence to sell your idea, niggle-free.
Embrace your introverted qualities
Many people believe that introverts actually make better MICE consultants (and salespeople) than extroverts (certainly not always the case), due largely to the wonderful qualities that come with introverts. One of the tips when it comes to closing techniques is to actually embrace those traits. For example, introverts tend to be slightly more sensitive and empathetic than extroverts, genuinely concerned about what their clients’ visions and expectations are. It also often allows them to connect with others on a deeper level than what extroverts do because they genuinely care about each client. They are also very non-aggressive in their approach, which is always a better way to try to sell an idea. Being an introvert is not a bad thing, all you have to do is look at your unique and wonderful traits, and find ways use them in your favour.
Remember the odds of closing a deal rely heavily on what exactly it is that you are trying to sell. When you are looking for the ultimate location for your next conference or incentive travel programme, look no further than Calpe along the Costa Blanca in Spain. Here we have the most perfect venues for conferences or hotels for accommodation that practically sell themselves. Take a look at AR Hotels’ collection of some of the best hotels in Calpe for your next MICE events.