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If selling yourself feels cringy, you’re probably doing it right.
Because everything NEW feels cringy.
I freaking hate to sell.
So I do what every introvert in their right mind would do:
🙅♀️I avoid it until I can’t (or starve)
But this is because I had the wrong idea of what sales entailed.
You are probably selling something every day: a service, product, your personal brand.
So I recently tuned into a conversation between Simon Squibb and Chris Do to understand how introverts can improve their sales skills without extroverting (or starving).
Chris Do is a design and business leader who, despite being an introvert, has learned to love and excel at sales. And if he can, so can we.
Today, you’ll get his 8 steps to become a sales machine.
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Framework #26: 8 steps to become a sales machine
By Chris Do
Say what you think
Often, we are too afraid to ask for clarifying info on budget, scope or competitors in the run. Don’t dance around it: it may even release the tension of the situation and reveal valuable information.
What If a prospect won't share critical info? Consider that they may not be the right client fit.
Ask more, answer less
Open questions > giving answers. Get curious about where they are right now and where they want to be before pitching anything.
Shift from being a problem solver to a problem seeker so you can find impactful problems to solve.
Listen like it’s your superpower (because audacious introvert, it is 😙)
Listen to understand (not to respond). Shuu 🤫 , take notes and read the subtext. Wait a few seconds before replying. People buy from people who actually hear them and make them feel seen.
Don’t justify your price
State the number, then stop. Over-explaining makes you look insecure. Let prospects decide if your offering is worth it; you don’t need to defend it.
Treat objections as a sign of interest
Questions and pushback are indicators of interest. But be careful, don’t react defensively. Lean in, acknowledge, and reframe the choice if necessary.
Use your brand as a cheat code
A strong brand (personal or company) accelerates trust, reduces friction, and lets you command a premium. Show up and make people know you.
Serve first, sell later.
Make it about helping them, not cashing a check. Genuinely try to solve their problem and reframe sales as service.
Tell simple stories
Selling is storytelling: character, want, obstacle. Practice asking for the sale; opportunities pass if you don’t put yourself out there.
Resources
Find the full conversation between Simon Squibb and Chris Do here.
Pause the how-to content and consider this instead.
Question for you
Keep up the audacity,
Laura
Partner disclosure: some links in this post are affiliate links, if you click on them and make a purchase, I may receive a small commission at no extra cost to you.