7 reasons why an introvert can be a good salesperson

I started in sales, and it has been a great accelerator for my career.
I'm often asked if an introvert can become a good salesperson. ( @chantelle )
I think anyone can become one, and introverts even have natural qualities that can help them.

But as in all things, whether you're an introvert or an extrovert, you'll have to strive for continuous improvement if you're aiming for excellence.

1. Listening

The introvert has a natural tendency to listen more than to speak

2. Asking questions

The questioner leads the conversation. Since the introvert talks less, he can focus on the quality of his questions.

3. Observe more

Less talking allows you to observe more, both verbal and non-verbal. Much of the selling is hidden in what is not said.

4. Show empathy

Quality questions and listening show empathy to the prospect.

At your next dinner, focus on asking questions. Avoid the "oh yeah, that reminds me of an experience" trap. Chances are, you'll get the compliment, "I had a great time tonight. Thank you". And yet you won't have said much.

5. Speak when he has matured his ideas.

Often the introvert will mature his ideas before submitting them. He does not think while speaking, he speaks when he has thought.

By the way, if you want to take advantage of all the ideas of your team. Alternate brainstorms where everyone speaks when they feel like it (benefit to extroverts) and brainstorms where everyone says in turn (you will hear the good ideas of your introverts too)

6. Less aggressive in the closing.

80% of sales are made by professionals who try to close at least 5 times. And only 20% of salespeople have this quality.
Asking is hard for both introverts and extroverts, but by focusing on listening, the introvert can better detect when to ask.

7. Use silences.

Often hard to manage, they are a very powerful negotiation tool. The introvert tends to feel more comfortable in them.

AidaMAlston @AidaMAlston

I love how you phrased it in #4:

Avoid the "Oh, yeah, that reminds me of an experience trap".

I've both fallen into and been on the receiving end of this trap! It's something I remind myself to be conscious of not doing when I want the other person to feel attended to completely.

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MrOTG @MrOTG

It is easy to understand but difficult to apply. And we all often fall into the trap. Being aware of it is already a good step. Bravo

BillBergeman @BillBergeman

I was in sales in my 20s and 30s, and I am a hardcore introvert. I never made the most outbound calls, but I was always one of the top salespersons. I always believed this was because I was able to connect with my clients in a way that others mostly did not, and I think I was able to do that because of all the reasons you listed here. Great observations.

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Thanks for sharing @BillBergeman
And you are another example that it is possible. Bravo

chantelle @chantelle

Aw such a good read! Noted on this! I just feel like it is a bit difficult for an introvert to be a sales person. I guess there is nothing impossible!

Thank you, @Chantelle. Everyone (almost) can do what they want if they practice diligently.

Donna @Donna

Thank you for sharing this. I am an introvert in (sort of) sales right now and I HATE it. I don't know how to balance all the "present and pitch" advice. It makes sense, and those people pull it off well, but you just described why it always feels awkward. At my core, I do want to listen, connect, and help, not pitch and present. I have been able to find NOTHING out there but info on how to pitch and present in sales. Nothing about what you described, having a sales conversation. That's where my strength lies, but I don't know how to do that with the cold calls I am making for these sales. But, you inspired me that if I can figure it out, I can do ok at this.

Hi @Donna , thank you for your feedback. I'm so happy that it could help.
You'll find your way, I'm sure.
Please keep us posted.

MrOTG

7 reasons why an introvert can be a good salesperson

1. Listening

2. Asking questions

3. Observe more

4. Show empathy

5. Speak when he has matured his ideas.

6. Less aggressive in the closing.

7. Use silences.

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