Introvert’s Guide to Building Better Sales Skills

An introvert is a person who is reserved, reflective, and prefers minimal social situations. Unlike extroverts who prefer networking and socializing, intense social interactions may leave introverts feeling drained and needing to recharge their energy with ample alone time. However, introverts don’t necessarily lack social skills, they just prefer alone or socializing in small groups. Introversion is a personality type introduced by noted Swiss psychiatrist Carl Jung, who theorized that people could be divided into groups based on their distinct attitudes. These attitudes include introversion and extroversion (which refers to a preference for external stimuli). Jung believed that while both of these attitudes are present in every individual, one type is generally more dominant.

The following personality traits can define an introvert:

• Reserved: Introverts don’t like to be the center of attention and may not be as willing to make new friends or break the ice in large groups, social gatherings, or networking opportunities. However, a common misconception is that an introverted personality is always shy and quiet. Some introverts are more talkative and energetic when they are passionate about something specific, engaged in an activity they love or surrounded by people they know.
  
• Introspective: Introverted personalities tend to spend more time with their own thoughts, which means they tend to think more before speaking. Introverts are often described as more thoughtful or focused than extroverts. This personality type prefers to think and prepare before they act, making them efficient planners.
• Solitary: Time alone and away from social settings is necessary for introverts. Social activities can be draining for many introverts, and they may require time to recharge after social events. This solitary time away from the outside world is beneficial to an introvert’s mental health and well-being.
• Selective: An introvert may enjoy spending time alone in their inner world, but that doesn’t mean they are loners, antisocial, or lack a social circle. On the contrary, an introvert prefers a smaller circle of close friends, leading to more quality and meaningful relationships.
• Patient: Introverts are thoughtful decision-makers that are not driven by impulse. They often take their time when faced with a decision to ensure the best result. In sales, this personality type prefers to take their time to strategize and find the best way to appeal to a potential customer.

Introverts can be some of the best salespeople because of their thoughtfulness, natural listening abilities, and problem-solving skills. Here are four ways that an introverted salesperson can improve their sales career:

1. 1. Get out of your comfort zone. A successful salesperson should be able to interact with strangers comfortably. While you don’t need to overhaul your personality (nor should you try), you can improve your sales skills by getting out of your comfort zone. Start by pushing yourself to make small talk or chitchat with strangers in your daily life. Learning the art of small talk can help you open up in group settings, improve your relationships with others, and make you a more effective salesperson at cold calling and prospecting.
2. 2. Use your listening skills. One of the introvert’s biggest strengths is their ability to listen, and a good salesperson is someone who listens well. Active listening requires paying attention to your customer and what they are saying instead of waiting for your turn to talk (a weakness of extroverted salespeople). Introverts are better at listening and hearing what the other person is saying—or in some cases, not saying. When you listen more, you can appeal to people’s wants and emotions more effectively and less likely to make impulsive decisions.
3. 3. Make a connection. The sales process is about one-on-one connections, and that’s where introverted people shine. Use your introspective nature to focus on cultivating a meaningful relationship with the potential customer. This intimacy can make you feel more trustworthy to the customer, which can translate into a sale.
4. 4. Practice. While an introvert can be a great salesperson, they may need to practice their sales techniques more often to gain comfort. Practice your strategies on a trusted friend or coworker who can give you honest feedback. Knowing what to improve during your interactions with other people can help improve your sales performance.

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