Is an introvert an ideal sales person? I say yes, absolutely! As an introvert myself, I am keenly aware of the benefits of being an introvert and am always amazed at how this personality type gets the short end of the stick, especially in sales, a seemingly extroverted profession.
To keep it simple, I define the difference between an introvert and an extrovert by looking at where they find energy. When introverts want to re-charge, they look to do it alone. For extroverts, they get energy from being around people. It’s the difference between wanting to go to a cocktail party or settling down to read a good book. This doesn’t mean introverts don’t enjoy parties or business meetings but they probably won’t be the last one at the bar or lingering late into the evening.
It’s a common misconception that introverts lack people skills. But what if you looked at it from the perspective of someone who prefers to build deep, long-lasting relationships? Some also might presume an introvert is shy and quiet but you could instead view them as thoughtful and introspective. Once you take the notion of extroverts as the only personality types for a career in sales out of the equation, then the possibility of introverts being successful in sales becomes a reality. I am proof of this myself.
In today’s selling environment, it takes more than just being good at building relationships to find, win and keep business. Customers are savvy and they are looking for insight, value and a point of view to help guide them in realizing their business objectives. One of the many strengths of the introvert is their ability to listen well. In turn, this enables them to ask better questions – a critical skill of the successful consultative salesperson. Also, they tend to be highly prepared and creative.
In a perfect world what sales manager wouldn’t want their people to be thoroughly prepared for every sales call, to sincerely and effectively listen to the customer, ask thoughtful questions that get to the heart of the matter and uncover needs to ultimately recommend solutions based on this dialogue? For those attributes alone, the introvert can be just as successful as the extrovert when it comes to selling today.
This reminds me of two adages’ I learned early on in my career. “People don’t care how much you know until they know how much you care” and second, “people love to hear the sound of their own voice.” These help me to focus on the customer and to listen for things that are truly important to them. Thank you, Mr. Dale Carnegie (himself a famous introvert). For more reading on introverts, I recommend Quiet: The Power of Introverts in a World that Can’t Stop Talking by Susan Cain. I think you will find it eye opening, and you may even come to realize you too are an introvert. I will happily welcome you to the club. Food for thought!
So what is my secret for being successful in sales as an introvert? I’ll cover that in my next post, Getting Your ‘R’ On. What do you think, can introverts be strong sellers? Share your thoughts in the comments.
Melissa Powers
Latest posts by Melissa Powers (see all)
- Getting Your “R” On - March 26, 2013
- The Introvert…a Sales Manager’s Dream? - March 7, 2013
Tags: Customer Experience, people, Sales Leadership, strategic selling, strategy
Nicely said, Melissa. As a fellow introvert, I spent years trying to cloak my preferences, believing they and my introverted-nature were ‘inappropriate’ for sales and consulting. What I found over time was that the introvert’s desire for deeper, more meaningful conversation in a shorter amount of time is, in reality, a true sales strength to be played.
To enable me to be my best, I protect my time alone in order to recharge my batteries. Doing that (versus pretending to be an extrovert and depleting oneself in the process) enables the introvert to see, hear and sense things from clients and prospects that an extrovert may miss.
In summary, I’ll add an additional cliche/truism to those in your post: Less is more. Introverts play your strengths and enjoy the (sales) results.
Ken, you are so right! Protecting time alone is critical to re-charging and being at our best.
Great article! I strongly believe that introverts are better sales people than extroverts.
Why am I saying this? Because an introvert learns by listening.
he or she will utilize his or her strengths in the sales role: preparation; listening and questioning skill, and they are experts because they dedicate time to learn as much as they can about the product or service they are selling.
Introverts commit to idea before speaking.
Alen
Chief Sales Introvert
The most successful sales person in my organisation is indeed a superb listener. He focuses on helping clients to deliver their own agenda rather than on delivering his own. Consequently they keep coming back to him for more help and recommend him to their friends.
Listening to client needs is key if you want to earn their trust and respect and therefore their repeat business.
Great advice, Melissa. You can’t listen with your mouth open, LOL. I sold time share for several resorts and it was the introverts that usually ruled the nest, with rarely a close second. These folks (Superstars) consistently took home triple plus six figures. You have 90 minutes to produce a buyer out of someone who only came for the free weekend, or cash, and has no intention of buying ANYTHING. You best listen with skill-full questioning. Further, the introvert may also be your paradigm-shifter with the critical outsider perspective.
On the other side of the table, if I may add, the introvert can “kill” the deal if you do not involve them. This can be challenging, though, when the floor is dominated by extroverts. I have lost track of how many times the ultimate decision maker was the quiet one in the backdrop. …lesson learned.
Well said. I am an introvert and as a leadership coach I have had the pleasure of helping many of my introverted clients fight low self esteem which is very much the result of our society’s worship of extroversion and lack of understanding of the value of introversion.
I am reading “Quiet” right now and also recommend “The Introvert Advantage”. The later book is a wonderful tool for finding your introverted self worth. The same author also wrote a book on parenting introverts…start early to protect that self esteem.
In “The Introvert Advantage” I learned that I am a social introvert, a differentiation which explained why I will chat up the sales clerk at the grocery store.
I cannot agree with you more on your definition of introversion versus extroversion, it is all about where you get your energy. As a workshop facilitator I could appear quite animated and ” extroverted” at the front of the room but as the day progressed I knew my energy was draining. My extroverted facilitation partner was the opposite, he started low and ramped up.
Once you understand and accept these aspects of yourself you can self manage them very successfully and who you are becomes your personal advantage. Acting true to your nature is the best way to save yand use your energy most efficiently.
As an introvert, I have learned over the years to listen and solve customers problems through my knowledge of industry practice.. this knowledge has always given me the upper hand in my sales capabilities..
I also believe that customers don’t want a ‘personality’.. they want their needs satisfied.. they want someone who is informed.. they will turn to the problem solving introvert every time…
Good thoughts. Introverts and Extroverts can be equally good or bad listeners, but they process information differently. Introverts tend to internalize and interpret information inside their brains before verbalizing their thoughts; whereas Extroverts tend to externalize their thought process, sharing as their brains engage. Either type of salesperson benefits from learning how to “read” the customer to ask client-centric questions rather than relying on introvert or extrovert-lead habits.