Bank Sales Myth #1 - "You have to be an extrovert"

 

This ticks me off every time someone says it to me...which, unfortunately, is often.

"I will never be a [fill in the blank with desired career move] because I'm an introvert."    -Anonymous Banker

Hearing this makes me especially angry when they get it from their back slapping, never listening, former frat boy boss who has never really been successful themselves, but somehow managed to get promoted to their level of incompetence.  

You see, I am an introvert.  Yet, I was still magically able to navigate an award winning banking career, and turn that success into my own business teaching sales to other bankers.  

It's time to squash the "good sales people are extroverts" myth once and for all...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  You don't have to be an extrovert to be successful at sales in the banking world.  In fact, my experience has shown that the BEST selling bankers are more introverted.  Why?  Because they are typically better listeners.  

2.  When in doubt, learn habits that feed your success.  Try to set up meetings in places you are comfortable and confident, be better trained and better prepared than your peers, and set up mental routines to remind yourself you're ready for each interaction.   

3.  Being introverted isn't about confidence, it's about the direction of energy transfer between two people.  Make sure to schedule time to restore and recharge after giving your energy to your customers and prospects. 

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.  

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