Transcript: Hi, it’s Ben Lai from Sales Ethos. Today’s topic is “Three Reasons Why Introverts Are Perfect for Sales.” The stereotype for the ideal sales person is usually someone who’s extroverted, who’s got the gift of the gab. But times have changed for the sales profession. Now, introverts are starting to go on the rise in terms of those filling sales positions. And today, I’m going to highlight just three reasons why they are a perfect fit for the sales profession.
But in addition to that, I’m going to address their potential weaknesses. So I’m going to give some advice for how to offset your weaknesses as an introvert. By the way, I’m a natural introvert who, for some reason, enjoys public speaking! But that puts me in an ideal position to share with you some ideas on how to help you with your sales.
Introverts are perfect for sales because they are service oriented
So Reason number one that introverts are perfect for sales is that introverts are service oriented. When you are service oriented, people tend to trust you more. They get a sense that “Yeah, he’s got my interests at heart.” And this is the perfect place to start, because sales in essence is a service that you render to other people.
Which brings me to the weakness of introverts – we tend to have a disconnect between selling and service. We tend to think that they’re two different things. So the way to counterbalance that is to recognize that without you selling your service, or your product, the person and your clients are going to be worse off as a result.
You see, if you have the mindset that your product or service helps to improve the quality of life of the person buying, then why wouldn’t you want to sell it? You are actually helping them by making the effort and selling.
Introverts are perfect for sales because they are problem-solvers
So point number two for why introverts are perfect for sales is that they’re great problem solvers. You see, a lot of people who are introverted tend to get the customer service roles, or they tend to be the engineers. These people are really good at the technical side of the product. And as a result, when they’re talking with their clients, they ask really good questions to figure out what are the problems and whether the solution can actually fit the problem. So that’s a really great trait to have.
However, the problem with this is that a lot of introverts tend to be too focused on the details of the product. And as a result, you want to give as much information as possible to your clients. Because coming from that service point of view, you want to educate them, and you want them to make an informed decision. But the trouble with this is that when the client has too much information, it actually becomes harder to make a decision.
One of the roles that I’d like you to put yourself into is a curator of information. And here’s the key principle I want you to live by: Give enough information so that your client can make a decision. Only include the most important details that actually will influence the person’s ability to make a decision, and leave it at that. If they want more details, they can get it at a later stage after they purchase the product! So that’s the counterbalance for being a problem solver and making sure you don’t give too much information.
Introverts are perfect for sales because they aren’t pushy
The third strength of introverts is that they’re not pushy, which is very natural to us! We don’t like to assert ourselves on other people. We don’t like conflict! And this is great, because as you probably know, when you were pushing on someone, they tend to push back. And that’s not the kind of response that we want from people.
But it becomes quickly obvious that the weakness of this trait is that we tend to not to ask for the sale. And that is my advice for you to counteract this weakness. You need to assert yourself enough to ask a closing question in a non-pushy way. And I’ve written some content about this before – the difference between being pushy and being assertive.
The key difference is that assertiveness is thinking about the client’s best interests. Whereas, being pushy is only thinking about self-interest. And that’s why we hate pushy sales people, because they’re only concerned about themselves and the commission that they are going to earn. So with your service mindset, remember that you’re in this for the client, but that it is in their best interests for you to ask the closing question. You need to help them to make an informed decision!
Conclusion: Why introverts are perfect for sales
So there you have it! Those are the three reasons that introverts are perfect for sales. Number one is that they are service oriented. Number two is that they’re great problem solvers. And number three, they’re not pushy. So what do you think? What are the traits of introverts that are advantageous for sales? Or you may even want to vouch for the extroverts – write your comments below. Don’t forget to like and subscribe, and remember that integrity plus skills equals success!
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Sales Ethos provides sales training in Melbourne, Australia. Led by Ben Lai, our vision is to inspire and equip sales consultants and entrepreneurs to sell with purpose, pride, and integrity. Our core belief is that Integrity + Skills = Success, and achieve this by providing business coaching, sales coaching, and sales process consulting.