e added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging.

Shyness is hardwired into my DNA. I was born shy, and to this day, I will scan the room for an escape hatch when a stranger brings up the weather. Small talk? Not so much. Remember the kid who spent recess alone on the swing? The one with the permanent deer-in-the-headlights expression? Probably not. But that was me. And when I was through with school, I always managed to find work that required very little contact with other humans. The library basement was my domain.

So, how the heck did I end up thriving with a sales gig that I really enjoy? One that requires me to speak to crowds of strangers? Well, since being shy gives me a lot of time for navel-gazing, I’ve been giving this some thought, and I hope that my insights will spur my fellow wallflowers to take a chance in this field, and to use your shyness to your advantage.

We are all aware of the stereotypical sales people: The Guy Smiley, who makes you feel that he’s done you a special favor when he sells you your own shirt. Or the exuberant sales diva, who can convince your inner goddess to pursue ultimate divinity through a new line of skin care products. These people have a gift, and we can learn a lot from watching them operate. But we do not have to be them.

For instance, I have a dear friend who was born to sell. Years ago, she founded a modeling agency, and her first order of business was to set up free fashion shows for the local boutiques. After a show, she would call the boutique, put on a fake Southern accent, and say, “I happened to catch that fabulous fashion show while I was visiting your town, and I just HAVE to know the name of that modeling agency!” She is very successful now, and she laughs her head off when she talks about the lengths she would go to promote her business. I revel in her chutzpah, but I take a good lesson from her self-confidence, energy and humor.

I don’t strive to be her, though. It may sound trite to say, “Be yourself.” But, despite the fake accents, my friend was genuinely being herself, and that’s why it worked for her. She does what comes naturally to her. If you try to be something you’re not, you will deplete your own energy and you will make your customers really uncomfortable.

We’ve all experienced the overbearing sales representative, with the plastered-on smile and an arsenal of manipulative tactics. The aura of phoniness and desperation leaves us cold and frustrated. We might have approached them with the full intention of purchasing, but fled empty handed with bad taste in our mouths. Or we might buy something just to put a tidy end to the interaction, but we will never go back. What we appreciate in a sales person is a sense of genuineness and the knowledge to help us make the best choices. You can be shy as a dormouse and still inspire confidence in your customers, just as easily someone with the gift of gab can lose a sale.

Here’s what we shy kids have going for us:

First of all, shy people are listeners. The hardest lesson a sales person can learn is when to stop talking and start gathering information. We already have this down pat. We have a lifetime of processing information. We can read the text and the subtext. We hear what people say, and we know what they mean. Our listening skills combined with a sure knowledge of our product will allow us to process the information our customers give us and help them choose the products they really want. Thus, we inspire trust and confidence, which will necessarily translate into repeat business.

Second, we are not driven by a need to be the center of attention. We gladly allow others to be the main attraction, and when we put the spotlight on our customers, they feel special. When you make someone feel special, they want to be around you. You are receptive, which is imperative. The added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging. W

cial favor when he sells you your own shirt. Or the exuberant sales diva, who can convince your inner goddess to pursue ultimate divinity through a new line of skin care products. These people have a gift, and we can learn a lot from watching them operate. But we do not have to be them.

For instance, I have a dear friend who was born to sell. Years ago, she founded a modeling agency, and her first order of business was to set up free fashion shows for the local boutiques. After a show, she would call the boutique, put on a fake Southern accent, and say, “I happened to catch that fabulous fashion show while I was visiting your town, and I just HAVE to know the name of that modeling agency!” She is very successful now, and she laughs her head off when she talks about the lengths she would go to promote her business. I revel in her chutzpah, but I take a good lesson from her self-confidence, energy and humor.

I don’t strive to be her, though. It may sound trite to say, “Be yourself.” But, despite the fake accents, my friend was genuinely being herself, and that’s why it worked for her. She does what comes naturally to her. If you try to be something you’re not, you will deplete your own energy and you will make your customers really uncomfortable.

We’ve all experienced the overbearing sales representative, with the plastered-on smile and an arsenal of manipulative tactics. The aura of phoniness and desperation leaves us cold and frustrated. We might have approached them with the full intention of purchasing, but fled empty handed with bad taste in our mouths. Or we might buy something just to put a tidy end to the interaction, but we will never go back. What we appreciate in a sales person is a sense of genuineness and the knowledge to help us make the best choices. You can be shy as a dormouse and still inspire confidence in your customers, just as easily someone with the gift of gab can lose a sale.

Here’s what we shy kids have going for us:

First of all, shy people are listeners. The hardest lesson a sales person can learn is when to stop talking and start gathering information. We already have this down pat. We have a lifetime of processing information. We can read the text and the subtext. We hear what people say, and we know what they mean. Our listening skills combined with a sure knowledge of our product will allow us to process the information our customers give us and help them choose the products they really want. Thus, we inspire trust and confidence, which will necessarily translate into repeat business.

Second, we are not driven by a need to be the center of attention. We gladly allow others to be the main attraction, and when we put the spotlight on our customers, they feel special. When you make someone feel special, they want to be around you. You are receptive, which is imperative. The added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging.

gh. It may sound trite to say, “Be yourself.” But, despite the fake accents, my friend was genuinely being herself, and that’s why it worked for her. She does what comes naturally to her. If you try to be something you’re not, you will deplete your own energy and you will make your customers really uncomfortable.

We’ve all experienced the overbearing sales representative, with the plastered-on smile and an arsenal of manipulative tactics. The aura of phoniness and desperation leaves us cold and frustrated. We might have approached them with the full intention of purchasing, but fled empty handed with bad taste in our mouths. Or we might buy something just to put a tidy end to the interaction, but we will never go back. What we appreciate in a sales person is a sense of genuineness and the knowledge to help us make the best choices. You can be shy as a dormouse and still inspire confidence in your customers, just as easily someone with the gift of gab can lose a sale.

Here’s what we shy kids have going for us:

First of all, shy people are listeners. The hardest lesson a sales person can learn is when to stop talking and start gathering information. We already have this down pat. We have a lifetime of processing information. We can read the text and the subtext. We hear what people say, and we know what they mean. Our listening skills combined with a sure knowledge of our product will allow us to process the information our customers give us and help them choose the products they really want. Thus, we inspire trust and confidence, which will necessarily translate into repeat business.

Second, we are not driven by a need to be the center of attention. We gladly allow others to be the main attraction, and when we put the spotlight on our customers, they feel special. When you make someone feel special, they want to be around you. You are receptive, which is imperative. The added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging.

t of gab can lose a sale.

Here’s what we shy kids have going for us:

First of all, shy people are listeners. The hardest lesson a sales person can learn is when to stop talking and start gathering information. We already have this down pat. We have a lifetime of processing information. We can read the text and the subtext. We hear what people say, and we know what they mean. Our listening skills combined with a sure knowledge of our product will allow us to process the information our customers give us and help them choose the products they really want. Thus, we inspire trust and confidence, which will necessarily translate into repeat business.

Second, we are not driven by a need to be the center of attention. We gladly allow others to be the main attraction, and when we put the spotlight on our customers, they feel special. When you make someone feel special, they want to be around you. You are receptive, which is imperative. The added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging.

e added benefit is that our quiet confidence inspires curiosity, even some mystery. Like with the Mona Lisa, everyone wonders what we know, and we generate certain magnetism. Again, knowing your product line well and believing in it is key.

Third, shy people have a finely honed sense of humor. If you’re not shy, you probably think I’m crazy to say that, but if you are shy, you know precisely what I’m talking about. Shy people are enormously funny, just very understated about it. Your sense of humor is vital because you can use it to keep yourself grounded, to keep things in perspective. You have this gift. I know you do. So use it. You don’t have to be a comedian; you just have to allow your sense of humor to radiate.

Fourth, and finally, shy people are sticklers for detail. We dot the I’s and cross the T’s. We have a lot of time for that sort of thing. In sales, follow-through is a cardinal rule. We don’t like to leave people hanging. We don’t do slipshod work. We don’t promise the moon and then forget to deliver.

I have gotten some feedback from my customers on my personal style, which has been very positive. I hear from them that they appreciate the soft-sell, the ready information I can impart, the sense of confidentiality I inspire. They have thanked me for listening, for going with the flow and providing a safe and fun environment for them. This has given me the confidence to carry on in a way that is genuinely my own.

What I’ve learned since I started selling is that being outgoing is no more of an asset than being shy is a handicap. It’s your perspective that is essential to your success. Start seeing your shyness as a gift, rather than something to be overcome, and take advantage of the positive qualities you naturally possess.

To be sure, you will have to push your boundaries, but pushing boundaries is one of the joys of being human. We all have to do it when we find ourselves in unfamiliar territory, shy or not. In the second part of this article, I will discuss how I take on these challenges while remaining true to myself.

(c) Ilse Driggs 2006