Can Introverts Excel in Sales?

With the name “Sales Introverts,” you’d think I would have addressed introversion in sales by now. Better late than never, I suppose.

People talk about the “natural salesperson.” That stereotype is never an introvert. Many people think introverts are at a disadvantage in sales.

I disagree.

I know introverts can be elite sales professionals, despite the widely believed misconceptions. Let’s take a look at those commonly held beliefs:

Introverts are shy and struggle in social settings

Introversion does not mean “shy.” Introverts, like extroverts, can excel in social situations.

The key difference? Introverts are drained by social activity, while extroverts are energized. This does not mean extroverts are “better” at being social – it just means that after sustained social activity, an introvert will benefit from some alone time to recharge.

Introverts don’t enjoy talking to people

While introverts may not love small talk, they often love engaging in deep, thoughtful communication.

Who wouldn’t want a professional who excels in thoughtful conversations for a role in complex sales?

Building deep, meaningful relationships is an introvert superpower that can drive success in enterprise sales.

Extroverts make for natural salespeople

I think this one is funny. Two commonly held but conflicting beliefs:

“Extroverts are natural salespeople.”
“People hate salesy people.”

If people hate being sold and distrust salespeople, wouldn’t it be an advantage not to come across as a natural salesperson?

I spent the first few years of my career with a mental ceiling on my progression because I didn’t fit the mold of the ideal outgoing, extroverted sales professional.

Now, I leverage the strengths tied to my personality to find success while being myself. I encourage you to do the same: regardless of your personality type, you have strengths you can focus on to drive your success.

As always, let me know if this is helpful and/or shoot me any topic requests for future newsletters.

– Kyle


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