An Introvert’s Guide to Cracking Sales

The term ‘introverted salesperson’ may sound like an oxymoron, but it is more common than expected. With the talent introverts have for listening, critical and analytical thinking, efficient problem solving, they work well for the relationship-building based sales techniques used in the market in recent times. The charisma and small talk that extroverts excel in can take a salesperson only so far as to start the conversation. A deep understanding of the product, the future needs, concerns, and how it solves the client’s problem makes the sale happen. It is where introverts shine when the sales recruitment agency is considering them.

For the introverts who are wondering about how to succeed in the world of sales, here are some ways that they can make it advantageous and flourish.

1)   Shape the Environment

According to Susan Cain, the author of Quiet: The Power of Introverts in a World That Can’t Stop Talking, introverts thrive in relatively low-key and quiet environments. Therefore, for the introverts working in sales, it helps identify the optimal level of stimulation in which they would be comfortable working. The next step would be to design their calendar accordingly. For example, if attending group meetings are a challenge. They can give themselves time to recharge and recover from the energy-draining task instead of continuing with more interaction-oriented work.  

         They can also take advantage of social media like LinkedIn, one of the best resources to communicate and build networks. It helps avoid phone calls and awkward small talks as it allows knowing the prospect before meeting them.

2)   Listen Intently and Talk Accurately

It is one of the advantages that introverts have over extroverts when it comes to a sale. Extroverts might struggle to listen to the customer patiently; introverts can use their innate personality to be advantageous. Instead of asking too many questions and delivering pitches that the customer may not need, introverted salespersons can use their excellent listening skills to thoroughly understand their needs and build a strong connection with them. Therefore, when it comes to landing the pitch, they would know what would drive the customers to close the deal.

3)   Research and Prepare for the Meetings

It is common to assume that some people are ‘natural’ when it comes to sales. But the truth is that a successful and impactive salesperson thrives on preparation. Before talking to a prospective customer, the salesperson must understand the industry, the company, their needs, and how the product fits in with them. With most introverts, the need for research and analysis is a strength. Preparing for a meeting and doing the homework focused on the company or on small tasks like choosing the restaurant for the meeting can make an overwhelming situation better. It is the key to a confident pitch.

4)   Practice, Practice, Practice

 Introverts might feel anxious and nervous before phone calls and might want frequent breaks during networking events. These socializing tasks might be challenging for them. But, like with most things, practice makes the situation more familiar. Using scripts for cold calls and practising conversations and small talks until it becomes their second nature could boost their confidence in their sales pitch. They can plan out the kinds of questions they want to ask and take breaks to jot down the networking event’s points. It could give them a few moments of alone time to mentally prepare and recharge for the following conversation.

Inculcating these habits would help an introvert successfully land a job through a sales recruitment agency.