5 Reasons Why Introverts Make Amazing Salespeople
When someone thinks of a salesperson, they usually think of a flashy, fast-talking extrovert, smoothly charming his or her way into a deal before a night out on the town with a dozen of their closest friends. The same is true in pop culture, where representations of salespeople are rife with pushy, outgoing, and oftentimes obnoxious characters who won’t let anyone get a word in edgewise.
Reality, however, it a lot more nuanced. Salespeople, for the most part, are nothing like the caricatures portrayed on TV, and many of them aren’t even extroverts. In fact, there are plenty of introverted salespeople out there who are quite good at their jobs. Despite what many people might think, being an introvert won’t hurt you in sales, and it could actually help. Here are five reasons why:
1. They tend to be empathetic
Empathy allows salespeople to put themselves in other people’s shoes, which it critical to understanding a prospect’s needs. Introverts tend to be empathetic, which is perhaps part of the reason they’re so selective in who they engage with. But this same empathy becomes an asset when selling. Instead of focusing on how a deal will benefit them, the introverted salesperson is able to look at the situation from the other person’s point of view.
2. They’re excellent listeners
If you’re not a good listener, you probably shouldn’t be in sales. And if you ask a thousand top salespeople which three skills have been critical to their success, there’s little doubt that listening will be in the top list. Introverts tend to listen more than they speak, which gives them a built-in advantage over everyone else. If you’re not an introvert and want to become a better listener, just shadow someone who is, and you might pick up a thing or two.
3. They’re methodical
Attention to detail goes a long way, but it’s not something most salespeople are always known for. Introverts, on the other hand, are more cerebral, and tend to take the time to go over the fine print instead of rushing through everything. While this might make it seem like they’re moving at a different pace than their chatty coworkers, it usually pays dividends in the long run – think of the turtle vs. the hare.
4. They’re trustworthy
Trust is everything. Trust can be more important than price, features, or speed. And introverts, because of the way they interact with the world, tend to not only project an aura of trust, they tend to be trustworthy people. Of course, there are always exceptions, but how many times have you seen an episode of American Greed where the conman (or woman) was an introvert? Because of their empathy, their ability to listen, and their attention to detail, introverts have an innate ability to earn trust.
5. They value each relationship
Introverts are selective about who they let into their lives. They tend to have a small number of meaningful relationships instead of many superficial ones. This might sound like it would be detrimental in sales, but it’s actually quite the opposite. Because they see the value in each relationship, introverts treat people as if they’re important, which, at the end of the day, is what everybody wants. So the next time you assume that someone needs to be outgoing and ostentatious to work in sales, you should consider the introvert, and remember that it just isn’t so.
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