How do you superficially read a great salesperson, particularly from the facial appearance? In other words, how do you externally qualify an introvert salesman from an extrovert one?Until now people still have the opposite knowledge with regards to what is expected from both introvert and extrovert salespeople.
The Power of Introvert
What would you say about the guess that says, introvert salespeople are not made to be successful sales professional? If the general belief of people is based on, the assumption that an introvert salesperson is an average and his performance will be average. While it is proven that, successful salespeople have become skilled at effectively listening. Moreover, research reveals that, introvert salespeople have found it easier to apply the listening skill. Of which, the ability to listen makes salespeople to identify, analyze, understand needs and then speak to recommend solution to prospects’ needs and wants.
Mystery of Introvert
The most reserved salespeople are not made to be successful sales professionals. Whereas, most prospects feel free to put on their trust on salespeople that appear to look innocent than salespeople who look clever, speaking too much and loud. Guess what, a person looking reserved and quiet by nature is an introvert, and distinguishes himself by becoming top sales performer in sales industry. I overheard people in our sales team, talking about me as the most reserved person, how do I sell effortlessly? It was mind blowing to me, hearing someone replying, “It’s because he looks innocent“. In fact, prospects want to do business with people that they can trust. No wonder why some prospects used to tell me that, I like everything about you and I like your product. Thus, looking innocent is not good enough, but looking genuine is one of the keys to sell successfully.
Fact About Extrovert
The fact that extroverts are sociable, enthusiastic, shy-less, and bold during the prospect interaction, the general conception of the public, regards sales extroverts as best fit and qualified for sales. Findings have identified sales extroverts as people who do not take time to ask enough questions and take a break to listen, understand, reflect and analyze the prospect’s point. Extroverts have found it easier to talk more than the prospects, thinking that’s the best way of convincing them. Moreover, extroverts have the energy to self-talking instead of having conversations with prospects.
The purpose of this contribution is not to undermine extroverts. Both introverts and extroverts have weaker and stronger areas of performance and each works well with prospects accordingly, as you will agree with me that prospects are not all the same.
However, for both to be the most successful salespeople, there is need for “individuals who fall roughly in the middle of extroversion and introversion are the most successful sales people” Says Prof Adam G’s. As a result, both sales extrovert and introvert need to meet each other’s behavior half way, and adjust their behavioral performance in order to become successful salespeople. Just as ORISON SWETT MARDEN said “The beginning of a habit is like an invisible thread, but every time we repeat the act we strengthen the stand, add to it another filament, until it becomes a great cable and binds us irrevocably, thought and act. “