Last updateWed, 01 Apr 2020 1pm

You’ve got the talent - Can you use it?

If you’ve got a trustworthy character and have worked on yourself to develop and enhance those traits, half of the “battle” to become an ace salesperson is already won!

I’m going out on a limb, and guessing that if you are a highly introverted person, your interest level in becoming an outstanding salesperson may not be at its pinnacle! It’s not that it’s not possible; it definitely is. It may be more intricate, because your natural “gift of gab” may seem distant or artificial.

For some people, the tendency or desire to initiate conversations with unknown persons is a given. If there is another person in the proximity, there are conversations to be made - period. For more introverted sorts, the tendency may be a bit more inward. “Gee, there’s a person. I wonder what they think of this humidity we are having. Nah, they are probably concerned with what’s on their grocery list for tonight’s dinner. I wonder what they would think if I made some general comment. They’d probably wonder about my sanity or wish that I’d mind my own business.”

Whether one is introverted or extroverted, confidence and self-value seem to be determinants as to whether a conversational gambit will occur. Both are important qualities for functioning in the world, whether socially or commercially.

As one dresses to begin the day, looking in the mirror generally begins some strings of thought like, “Gee, I look great in this color!” Or, “Hmm, hair’s getting a little out of control, might consider at trim...”

So, since some level of conversation is already occurring, it would seem wise to use the opportunity to encourage and improve one’s conversational skills. “You, know, deep-down, I really am beautiful!” “That cleft in my chin makes me look ruggedly handsome!”

From these self-affirming comments, the opportunity exists to initiate a practice conversation with the person staring back at you. (Yes, I am well aware that this is ridiculously uncomfortable at first. Keeping after it and allowing your thoughts to be verbalized aloud, will, over time, lessen the awkwardness!)

While you are practicing, be certain to smile at the other person with the same smile you would use in a social situation. Observing yourself in these private moments gives you excellent feedback about how you appear to others in the social setting; if what you see isn’t what you mean, change it!

Striving to make these mirror conversations authentic and caring accomplishes two things. One, it actually improves your self-concept to be more accurate than the one imagined in your brain. Two, it actually provides the motivation to improve the quality of the conversations with your mirror person.

If you are an introvert, practicing the conversational arts puts you at ease so that you know for certain that you are NOT a social idiot! You may just discover that you really like you and you can relax a bit socially!

If you are an extrovert, mirror-practicing enhances the subtleties of your conversational style and begins to showcase your strengths and weaknesses!

Either way, mirror conversations are a simple way to improve the skills essential to initiating a variety of conversations and creating openings upon which to develop rapport and positive relationships with many differing people!

Author, trainer, consultant, and speaker Brad Huisken is President of IAS Training. Huisken has authored several books and training manuals on sales and produces a Weekly Sales Training Meeting video series along with Aptitude Tests and Proficiency Exams for new hires, current sales staff and sales managers. In addition, he publishes a free weekly newsletter called “Sales Insight” For a free subscription or more information contact IAS Training at 800-248-7703 or This email address is being protected from spambots. You need JavaScript enabled to view it. Visit his website at www.iastraining.com.