Introverts Are the Secret Sales Stars

In my career, I’ve come across two types of salespeople – the exceptional ones and the ones who try to deceive. The contrast between them is striking. The latter, known as snake oil salesmen, are notorious for their aggressive approach. They constantly hound you, employing various tactics to coerce you into making a purchase. They are the epitome of pushiness, using not only their loud voices but also their overbearing behavior.

I sell hard because I’m always selling. I don’t build relationships, so I have to constantly hunt for new prospects. I’m at the extreme end of the extrovert scale.

But then there are salespeople who are truly exceptional. These individuals understand that they need to match a solution to a specific need. They take the time to build relationships and truly understand where the prospect is coming from before offering their solution. They have long-term clients who happily refer others to them. When they attend networking events, they focus on asking a lot of questions and don’t talk much about their own product or service.

These exceptional salespeople share many characteristics with introverts. In fact, TIME Magazine’s cover story on February 6, 2012, discusses the Power of (shyness). The author, Bryan Walsh, states:

Introverts are better listeners – it’s easier to listen when you’re not doing all the talking.

I believe that the most important skill for a successful salesperson is the ability to listen. According to Bryan, introverts are more careful and thoughtful than extroverts. They take the time to think things through, which allows them to make better decisions.

Outstanding salespeople don’t rely on guesswork; they don’t believe that their product or service works for everyone. Instead, they listen attentively to their potential customers and figure out how they can be of assistance. If they can address the customer’s needs, they offer a solution that matches. If they can’t, they are honest about it.

As an introvert, I have learned that building deep, long-lasting relationships is crucial for success in sales. It is much more cost-effective to maintain strong connections with clients rather than constantly searching for new ones. These close relationships can also lead to valuable referrals.

I believe that introverts are often seen as more trustworthy because we take our time to process information thoroughly. Trust is a vital component in the sales industry. When we combine all of these traits, it creates the ideal image of an exceptional salesperson – someone who is a reliable listener, focuses on building meaningful relationships, and carefully considers solutions.

I’ve got some great tips for all you salespeople out there. If you want to excel in your field, it’s crucial to embrace these characteristics and skill sets. Remember, it’s never about you as a salesperson; it’s always about the person you’re trying to sell to – the prospect. So, let’s dive into what you can do to be stellar!

First things first, let’s take a page from the introverts’ playbook. They’ve got a natural talent for this stuff. How? Well, they know how to keep quiet and listen. Instead of focusing on what you can sell, start thinking about how you can help your prospect. It’s all about understanding their needs and finding ways to meet them. That’s the key to success!

Now go out there and shine like the star you are!

Sales Concept Photo via Shutterstock