>How DO I "establish warmth" if I'm naturally inwards-looking person that likes listening more than talking?
The best salespeople always listen much more than they talk, so you are fine there. Of course, you actually have to listen, rather than tune out. If you really listen well, that is a major advantage in sales.
>The best salespeople always listen much more than they talk //
Hmm, I don't know. I think such salespeople may be the ones favoured by the crowd here. Though not exclusively, others have mentioned those that attempt to educate you as being better (IMO that means they're talking more, answering your questions).
I'm not prepared to accept thought that being more likeable translates to better sales figures in general without some hard evidence.
Do companies turn down the best financial offer because the salesperson is a pillock? Can't see it happening much unfortunately.
The best salespeople always listen much more than they talk, so you are fine there. Of course, you actually have to listen, rather than tune out. If you really listen well, that is a major advantage in sales.