Christine Schlonski [0:02]
Hey, Gorgeous! This is episode number 269. I am so super pumped. You’re here today, you are listening to Heart Sells! Podcast. I’m your host, Christine Schlonski. And it is variety Friday, the day where I share some resources, share some of my thoughts and experiences, as well as sometimes I have a special guest, or I answer your questions. And something I feel like I’m talking about a lot lately with my clients, and also with other entrepreneurs, is the fact that obviously every human is different. And we all heard well, this is an introvert or this is an extrovert. But that doesn’t really help oftentimes in our businesses because we don’t know what to do with those words. Right?

Christine Schlonski [0:54]
What do they represent? How do they represent those people? What do they actually mean and how can you be mindful of these two types of people in your business, especially when you have a sales conversation. And I just want to, you know, give you an example of how my learning curve started. And probably you can relate. And I’m giving you an example that I have been through to really understand where I am on the level and then I still wasn’t clear. But I would love for you to, to really go into the same experiment right now. So if you can just imagine a room full of people. And on the left-hand side, you have a flip chart. And on the right-hand side, you have a flip chart as well. And now you’re coming up with the question to the audience. Let’s just say in the audience, there are like 50 people, and you just ask the audience to divide themselves up into what they think they are. On one hand, you say well on the left-hand side, this is for everyone who thinks and feels they are an introvert. And on the right-hand side, you are inviting together all the people who think they are an extrovert. And when you do that in your mind, right when you imagine 50 different people, you probably have a pretty good idea of what’s going on. So, when I was asked to do this test in my coach training, some of them to be coaches jumped up and ran to the right-hand side, right the extrovert side. And then slowly but surely, some people approach the left-hand side the flip chart on the left-hand side

Christine Schlonski [3:01]
And I was observing, and I couldn’t make up my mind. I wasn’t quite sure I never had taken a test. Sometimes I felt I was extrovert. And then oftentimes somebody told me Well, you are an introvert. And I couldn’t really understand what that meant. At one time I had applied for a sales job. And the company declined my application, and they offered me a different job. Because the feedback was we don’t think you can do it because we think you are an introvert. How funny when you now look at my career. And when you see how many millions I’ve closed, that it’s really funny that this company didn’t take me because they thought I could not sell well for the other company who offered me a serious job that I didn’t apply for and put me in a position where they could get or where they benefited from my talents and where they also helped me to, to build my talents to become strong and to get the knowledge of how to sell how smart of them right.

Christine Schlonski [4:17]
So as I was sitting there, I could not make up my mind. So I was just sitting there and sitting there and sitting there everybody else had parted beside one more person who was also not quite sure which way to go if she would join the introverts or the extroverts, and I really got confused. So I started a conversation with her was like, well, how do you feel? She said, Well, I’m not quite sure. Like, I don’t really know where I belong. And we looked at the extroverts and they were all speaking and talking and it was loud and it was a lot of energy. I was like, Oh, that’s so exhausting. Like I don’t It’s just too loud for me. I don’t want to be over there. And then I thought, well, I have to make a choice. So I turned to the left-hand side. And I saw the introverts. lovely people, I had to get to know them over the past year, that was more or less at the end of my year training, where we actually went through that exercise. And I thought, well, I love them, but they’re a bit boring right now. Like they don’t talk much and it always feels like they are not engaged and, and that was not for me either.

Christine Schlonski [5:36]
So coming to find out a good week later, when I actually took a test called the Myers Briggs test, I found out that I’m right in the middle between introvert and extrovert, surprise, surprise. So when you have followed along with this example, and maybe you were able to make up your mind right away, maybe you know you are an introvert. Maybe you know you are an extra And that’s totally wonderful. Congratulations on that clarity. You once you understood where you are on that scale, just need to know. And that is where it becomes really juicy. That is where my huge Golden Nugget came from. I just needed to know that as someone right in the middle, I can adjust my energy to be an extrovert at any time, and I can also adjust my energy to be a total introvert at any time. I can switch why someone who’s more on the introvert spectrum really needs to put in a lot more energy to show up as an extrovert. And an extrovert needs to put in a lot of energy to show up as an introvert.

Christine Schlonski [6:54]
And in the sales conversation, especially when you’re selling you have to be able to maneuver these energies, because as an expert as someone who sells their services, their products, you need to show up this conviction, right? As we discussed in the last variety Friday’s episode, conviction sells. So once you believe really truly with every cell in your body that your stuff delivers, you have the conviction. But now you need to voice that conviction, not by saying, Well, I’m the best. That’s why you should buy it from me. That’s totally bias, right? We don’t know. We know how the client perceives us by asking the right questions. And when they perceive getting more value from us, than what we ask them to pay us in the energy exchange, they probably will move forward when they really have the understanding that we can help them. So in a sales conversation, you have to hold yourself back at times because you ask a question. And now you need to give that space. And for someone who is an introvert, giving that space is super easy, right? Because they take their time, they love to get a question, and then they will answer the question. And the more the question is about their favorite topics, the more they will talk and get excited about it. And you know, come out more like an extrovert, maybe, while if it’s not really their thing, they will not just give you any answer. So you get an answer like maybe an extrovert would do just to keep the conversation going just to have something going on just to stay in that flow.

Christine Schlonski [8:51]
So in a sales conversation, it’s important for you to understand who do you talk to and on where on the scale is the person is that is the person more extrovert more introvert, and then you can really give them the energy and the space they need to make an informed decision in that sales conversation, you need to hold the space and you need to be quiet in the right moments. So you are not disturbing their thought processes. Right. So, understanding that concept is really, really important and I would love to invite you to understand where you are on the spectrum. So you know if sometimes you have to push yourself a little bit more, to show up with more energy with more excitement to not come across as boring or where you have to take yourself back. So you are giving your customer the space to think, to feel to process to come to a decision.

Christine Schlonski [10:01]
Right and once you understood that model of an introvert-extrovert I can promise you you say conversations will be so much better, so much more fun because you will resonate more with people. And maybe you know, when we don’t understand things, it’s oftentimes it’s easy to just judge and put our own filters on. But once you understood this concept, you don’t need to judge because you just understand, oh, someone more on the introvert side, alright, I need to give more space. Or someone more on the extrovert side, well, I need to give a little bit less space and I need to be a little bit faster. I need to speed a little bit more through the conversation because otherwise they’re gonna get bored. Right. So yeah, have fun with the concept.

Christine Schlonski [10:52]
And I would love to hear from you. I would love to know where you are on the spectrum and what are your experiences. If you want to share a story with me? That would be awesome. I would love to share that here on a variety Friday to talk about your experiences, your stories, your challenges, how you overcame the challenges, or maybe what challenges do you still have. And then depending on what’s on my table, so to speak, I can help you by a) sharing my knowledge or by b) getting an expert in to talk about the stuff. So thank you so much for listening, hop on over to christineschlonski.com find the podcast tab for the show notes and once you’re over there, you want to not just subscribe to Heart Sells! Podcast, obviously and if you love it, leave a five-star rating and an amazing review so more people can actually read about Heart Sells! Podcast and also feel called to subscribe and to listen in and to get to support in their business. But what You over there at christineschlonski.com check out the experience.

Christine Schlonski [12:04]
This is basically where I started to put up my masterclasses so that you can go through them like they are living at that moment. So already up is a Heart Centered Lead Generation Summit, which is 40 amazing experts sharing their knowledge about lead generation, organic paid and partnerships and everything you need to know to really fill your pipeline with leads with your soulmate clients to never ever run out again of people to talk to, so you can have a steady and a thriving business. And then also we’re working on the Sales Mentality Makeover Masterclasses. So that’s everything you need to know for practical and spiritual steps to increase your sales and to create true wealth without losing your authenticity. So just check it out and then choose what you want to do which class you would love to take. It’s a free class I am inviting you to go along.

Christine Schlonski [13:02]
Each day there will be interviews released. As soon as you signed up, you are in that sequence like you would experience it while it was live. It’s absolutely amazing. And I hope you get a ton out of it. And you enjoy it and have a really great time. grow your business, have fun conversations instead of sales conversations. And then one point, you reach out and let me know how it’s going. So we can celebrate your wins, your dreams coming true. Your impact in the world. And yeah, just the amazing things you have achieved. Thank you so much for listening. Have a wonderful day wherever you are in this beautiful world. And I’m saying bye for now.