Slow and Steady Wins the Race
Tyson and Lupita start working in sales at a software company at the same time. Tyson is an extrovert; Lupita is an introvert.
One month into their new job, Tyson has made numerous connections with prospects, while Lupita’s numbers are much lower. She wonders how she can emulate Tyson’s outgoing personality to get more results—but as an introvert, the skills just don’t come naturally to her.
However, by the end of thenextmonth, Lupita’s numbers are soaring above Tyson’s. Even though Tyson had connected with many prospects in the early stages, Lupita has been converting more of her prospects into actual sales.
How did this happen? What gave Lupita an advantage in closing deals?
In this lesson, you’ll learn about the traits that help introverts thrive in sales. You’ll also get five tips for succeeding in sales as an introvert.
Comparing Introverts and Extroverts in Sales
We often associate sales with charming and persuasive communication, from engaging in lively conversation to pitching and presenting with energy. And it’s true that extroverts can excel in these types of situations due to their outgoing personalities.
However, that doesn’t mean extroverts have cornered the market on sales success. Today’s sales environment means introverts are just as likely as extroverts to succeed. While their approach may be different, introverts sometimes have the advantage in areas extroverts may find challenging.
First, let’s go over the key differences between introverts and extroverts. Flip the flashcards below to see those contrasts.
How Introverts Can Excel at Sales
When they first start selling, introverts like Lupita might wonder if they can be good at sales. It can seem like outgoing, social extroverts have the kind of people skills that guarantee sales success.
The truth is, face-to-face meetings and pitches make up only a fraction of the sales process. Careful research, planning, and preparation are just as important to success. Now more than ever, salespeople spend less time pounding the pavement, attending in-person meetings, or cold calling.
Here are some examples of crucial sales tasks that don’t involve talking to people:
5 Introvert Qualities That Are Great for Sales
Still, no matter how many tasks you can do on your own, dealing with people is an essential aspect of sales. Even so, introverts possess unique strengths that make them ideal communicators.
Below learn the five strengths introverts can apply to sales.
They’re good listeners.
Usually cautious about what they say and careful to listen attentively, introverts consider the other person’s perspective rather than push their agenda aggressively. This increases their ability to understand customers.
They don’t waste time.
Introverts tend to get to the point rather than engage in lengthy small talk. This creates an efficient sales process and increases individual productivity. Introverted salespeople may also close deals faster because they spend less time talking.
They like to prepare.
Rather than winging it in the moment, introverts like to plan out scenarios. Their thorough research and careful preparation impress potential prospects. They anticipate customer pain points and suggest solutions, sometimes before the customer has even articulated them.
They excel at critical thinking.
Because they are accustomed to reflecting inward, introverts enjoy analyzing and processing situations. Whether mulling over customers’ needs or reflecting on team processes, introverted salespeople shine when analytical thinking is required.
They communicate well in writing.
While extroverts may be better at talking, introverts are often better at writing. Written communication gives introverts more time to carefully consider their thoughts and lay out their response—a process they prefer.
"Most people think ‘selling’ is the same as ‘talking.’ But the most effective salespeople know that listening is the most important part of their job."
Roy Bartell
Tips to Succeed in Sales as an Introvert
Contrary to popular belief, introverts’ tendencies may give them an advantage when it comes to making sales. But that doesn’t guarantee results, of course. So, how can an introvert use their unique skills to set themselves up for success?
Tip 1
Play to Your Strengths
Remember, sales doesn’t have to require face-to-face interactions or large gatherings. Recognize your strengths and focus most of your energy on tasks you can do comfortably, such as research, email, and analysis.
Organize your work around those strengths whenever possible. Ask yourself:
Tip 2
Don’t Try to Be an Extrovert
Like introverts, extroverts have certain skills that come naturally to them. They may excel at meeting strangers, interacting in social situations, and talking to prospects. As an introvert, you may sometimes envy those skills. But sales is a long game. Success comes when you develop efficient processes and one-on-one rapport with customers.
If you ever feel limited by your introversion, remind yourself:
Tip 3
Ask Open-Ended Questions
Talking to people is inevitable in sales. So, go into these situations with purpose. If you don’t like pitching and talking, let others do the talking by asking open-ended questions. You’ll learn a lot by listening.
Here are some questions you can use to get prospects talking:
Tip 4
Avoid Overthinking
While thinking, reflecting, and analyzing are great strengths to have, introverts can also fall into the trap of overthinking. Worrying about what might happen or ruminating about past events can be counterproductive.
Practice going with the flow to avoid getting stuck in your own head. Asking yourself the following questions, when needed, can help:
Tip 5
Take Time to Recharge
One of the most important things you can do as an introvert is to carve out time for yourself. While spending time with others recharges an extrovert, introverts are the opposite. If you have a day full of meetings, don’t schedule an outing with your friends in the evening. Instead, go to a quiet place where you can be alone to regain that energy.
Pay attention to your schedule by asking:
Check Your Understanding
Review what you’ve learned about succeeding in sales as an introvert by sorting the cards below into the correct category:TrueorFalse.
Summary
Many people assume extroverts are better at sales because they love talking to others. But at its heart, selling isn’t about how engaging you are in a conversation. It’s about helping customers find what they need.
Introverts have inherent skills that make them ideal salespeople. They’re good listeners who avoid needless chatter, like to prepare, excel at critical thinking, and communicate well in writing.
To succeed in sales using those skills, play to your strengths. Ask great questions, avoid overthinking, and take time to recharge. Adjusting your strategies to match your personality will help you thrive in your chosen career.
Get out of your comfort zone occasionally.That doesn’t mean forcing yourself to become someone you’re not. However, there’s value in expanding your horizons by practicing skills that don’t come naturally to you.
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