How to Succeed in Sales as an Introvert

Let's start this article about introverts out with a statement about extroverts. Thanks to their unyielding charisma, outgoing personality, and high-degree of expressiveness, extroverts make the best kind of salespeople. Do you agree?

At a glance, you might find nothing wrong with the statement above. I mean, if you think about it, extroverts get their energy from other people, whereas introverts are more invigorated from being alone. It's easy to conclude that those who are eager to socialize with others are the ones who would win in a sales battle. However, this is not the case at all.

Introverts are quite successful in sales and can use certain tactics to their advantage.

Introverts and Extroverts in Sales

According to multiple scientific studies involving almost 4,000 salespeople, researchers found that there's virtually no difference between the sales performance of extroverts vs introverts. If you pair up a highly extroverted person against a highly introverted one, you would find that they are very likely to have the same success.

Both extroverts and introverts have their strengths that give them the edge in terms of sales. Let's talk about general examples. Most extroverts are generally talkative and expressive. With this, they can easily engage in natural small talk enthusiastically. One possible weakness, though, is that they tend to talk too much while listening too little.

On the other hand, introverts are likely to gain an advantage when it comes to being a good listener. Salespeople need to recognize potential clients' needs so that they can implement the best strategy. Being a proper listener should help with this. Introverts are known as great critical thinkers. They are the best when it comes to answering questions thoughtfully. Needless to say, though, they still have their weakness. They can be too shy to initiate conversation.

We are aware that not all extroverts are loud, and not all introverts are quiet. The instances above are simply generalizations, and your personality doesn't always reflect your extroversion/introversion. Regardless, you need to throw away the conventional paradigm about extroversion and sales out of the window. Introverts are just as fierce at the sales game.

Tricks for Succeeding in Sales as an Introvert

As an introvert with a special set of interpersonal skills, there are some things you can do that will improve your success in the sales field.

Pick your Playing Field

Relying on group meetings or presentations in front of a lot of people is not the best way for introverts to do their job. To make yourself as comfortable as possible, do yourself a favor and aim for more intimate environments. In other words, rely on one-one conversations with customers and build a lasting relationship with each of them.

If you happen to be a good listener and critical thinker, increase your value with clients using these abilities. For example, learn about their particular situation, deliver tailored advice according to their needs, and listen to their concerns if they find any objection about your product.

In short, present yourself as a friend. Close the deal without making your customers feel like you've robbed them. Gently lead to make the right decision. Doing it this way should earn you loyal customers who are more than happy to use your service.

Be Yourself

'Be yourself' might sound like clich? advice, but there is a good reason why people give this advice so often. Don't pretend to be an extrovert and mimic what they do. Okay, you might be able to pull it off somehow, but not for long. It won't come off as genuine, and you'll end up miserable.

Locate where your strengths lie and refine them to be as best as they can. Are you someone who prefers to have a deep and genuine relationship with others? Then, opt to polish your communication and listening skills to be as effective as possible. All so that you can easily understand your customers' worries. Give them undivided attention and try to solve their problems while also closing the deal.

Don't Forget "Me-Time"

To be fair, giving yourself time to be alone to recharge is incredibly important for an introvert. Give yourself a break from having to interact with others. You can do anything solo during me-time. Get your administrative work done, play video games, go for a walk -- anything that doesn't require you to talk to anyone.

Practicing this self-care will make you feel focused and refreshed, ready to tackle the most essential aspect of sales: customer service. The less stressed out you are, the better your work performance will be.

Be More Assertive

Every introvert knows that the natural inclination to engage with others is simply not there. Save for certain situations, it almost doesn't exist. Though you shouldn't force yourself to be extroverted if you aren't, you should still adopt a healthy assertiveness that will help you out on the sales floor.

For a start, give the people around you a friendly good morning. Greet your customers as they enter your business -- or even when you walk through the door. It doesn't have to be everybody you meet, but this greeting is a pleasant and easy way to connect with someone without starting a conversation. You've just opened the door for a curious customer to approach you about a product.

Final Words

In any kind of profession, no scientifically decisive evidence proves extroverts perform better than introverts. It boils down to whether you're personally a good salesperson or not! So be the best salesperson you can be, introverts, and show the world that the quiet listener can rule the sales floor.