Introverts tend to be socially anxious and therefore, may not feel suited to a prime sales position. Human personality stereotypes would have us label good salespeople as apparent extroverts and leave it at that. However, there are ways for introverts to achieve relevance in the sales world and accentuate their inherent sales strengths.

A Sales Position Requires More Than Expressive Behavior

Patterns of outgoing behavior may signal that a person is talkative, sociable, active, and warm. Additionally, someone who feels energized by social interactions may believe that selling is what they are made for. However, many characteristics that define a successful salesperson exist in one who is reserved, reflective and restrained.

Communication expert, Matt Abrahams, offers advice for introverts struggling in a sales world seemingly made for extroverts. The big reveal is that introverts don’t need to attend every social event to get noticed. In fact, their natural reflective tendencies will help them focus on specific individuals and situations without societal distractions.

Three Methods to Gain Attention in Your Sales Position

Abrahams believes that “attention is the most precious commodity we have…” 

Further, if your message is not tailored it will not get noticed. Abrahams’ interview features three basic methods to help introverts in a sales position get the attention they need:

1. Reconnaissance – He suggests that you notice how clients interact with others and mirror their communication styles in content and delivery. Also, find numerous points of connection and remain authentic. Your purpose is to be relatable and understand their goals and motivations.  

2. Research – Study the client’s social media postings for interests and tastes. Employ AI to enhance your knowledge and provide topics for discussion. Further, you can rehearse questions to encourage and increase their involvement.

3. Reflection – Naturally reflective, introverts will learn from experiences. Note the circumstances that brought connection and those that resulted in attention. Using the client’s name and inclusive language to promote kinship is a smart technique that builds relations.

Who Is Better at Sales: Introverts or Extroverts?

Extroverts love being around other people and gain energy from social interaction. Their enthusiasm can inspire confidence and build trust. Small talk, so important in building a bond, comes easily.

However, Matthew Pollard, writing for Entrepreneur discloses the Sales Superpowers of Introverts. Pollard cites the Harvard Business Review to point out the misconceptions and myths of extroverts in sales positions:

• Showy, brash salespeople are more likely to alienate prospects than close them.
• Salespeople with high levels of gregariousness ranked in the bottom third of overall sales performance.
• Salespeople in the top 90% demonstrate traits of modesty and humility.

SalesFuel’s Jessica Helinski has written that research and listening skills are important qualities for sales success. Fortunately for introverts, these are natural strengths. Pollard cites more introvert superpowers that compliment a sales career:

• Empathy
• Authenticity
• Preparation
• Creativity
• Analytical thinking

Introverts Have Natural Sales Superpowers

Introverts in a sales position need alone time to recharge. Social interaction can be draining, yet client demands must be met. The wise solution is to recognize and respect your own needs before reacting to outside influences.

Prospects deserve to be heard and their positions thoughtfully considered. Introverts, being deep, critical thinkers follow a longer path with more mental connections, therefore providing brilliant, creative solutions.

In the same vein, introverts avoid unnecessary chatter, both in writing and speaking. Instead of being the loudest in the room, they focus on building genuine relationships based on trust and understanding.

Introverts have remarkable soft skills which are an enormous advantage in sales. Assertiveness can be a learned skill and can benefit anyone in a sales position. However, when introverts lead with their strengths, their natural superpowers will sustain their success.

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