B2B Sales, Lead Generation and Marketing Blog

The Value of Introverted Sales Professionals

Posted by Sean O'Neil on Tue, Jul 30, 2013 @ 06:07 AM

Introverted sales womanThe extroverted sales professional makes it seem so easy. He picks up the phone, and a few moments later, you hear his voice boom across the office. He says something like, “Hey, Joe! Bill here.” There’s a brief pause. He continues, saying something else like, “Oh, you know, just grinding away. But I don’t have to tell you how that is!” Then he laughs a big laugh, as if he’s talking to an old friend instead of a sales lead. He talks on, sprinkling jokes, or statements that sound like jokes, throughout his rousing, entertaining pitch.

You know the extroverted sales professional. She’s the first to extend her hand for a handshake and the last to leave the party. She’s well liked and well known in her circle, which seems to be ever expanding. She seems to have no problem gaining trust and generating rapport.

Certainly, extroverted sales professionals can be very successful, but they’re not the only people who can excel at sales. Introverted sales professionals can be also be extremely effective and excel at their jobs. In fact, many studies have suggested or proven that it’s introverts that have the most consistent sales numbers and highest selling averages over time.

Below are just a few things that typically contribute to the success of introverted sales professionals.

• Introverts may not be great at shooting the breeze or find it particularly comfortable to engage in a lot of light banter, but they do tend to be very good at getting to the heart of the matter quickly, which is something that busy, high-level executives appreciate.

• Often good observers and good listeners, introverts are generally able to easily identify with leads and gain their trust quickly. They are able to reflect that they have a genuine understanding of leads’ wants and needs.

• Introverts don’t necessarily keep to themselves. Most of them aren’t even particularly shy. They’re simply more discerning when it comes to selecting the people with whom they’ll associate on a deep level. By aligning themselves with people they respect and trust, they set themselves up for success.

• Since they are usually less concerned with how they are being perceived and more concerned with results, introverts can make for great team players. They can be just as comfortable working on their own as they can be working within a group, or for the good of a group.

Of course, just as all extroverts aren’t alike, all introverts aren’t alike. Some are going to be better at sales than others. The important thing to remember is that the introverted sales professional shouldn’t be discounted just because his or her talents may be less obvious or apparent on the surface. Like their extroverted coworkers, introverted sales professionals have the potential to bring a lot to the table.

Topics: sales, cold calling

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