Can Introverts Sell?

Can introverts sell? Most would say “no”. But I have evidence that proves otherwise.

It’s my strong opinion that introverts are sleeping giants when it comes to sales.

But here’s the problem: The sales training I see out there today is so out-dated. People are still teaching the same high-pressure, “language pattern”, “charisma-based” crap from the 70’s, 80’s and 90’s.

It’s why introverts hate “sales”.

And here’s the thing: If an introvert finds themselves in a situation where their income depends on sales skills… their education options are limited today.

Why?

Because people are still teaching how to “close” ...and it just doesn’t work anymore.

Many of the big name sales “sales training” organizations today are still re-hashing stuff that came out of door-to-door selling from the 1950’s. I’m talking about sales concepts from companies that sold brushes, vacuums and encyclopedias.

Question: What kind of person do you think would be successful going door-to-door dodging rabid dogs, selling vacuum cleaners to people who don’t need them?

Answer: Someone with very thick skin. Someone who’s okay talking with 1,000 people to get 10 who “might” be interested in buying a bunch of books. Someone who doesn’t care what they have to say just to get a sale.

This archetype has survived decades because it’s a readily identifiable persona that will “always be closing”. Think Alec Baldwin in Glenngarry, Glen Ross.

^^^ Doesn’t work now because buyers have more control in every buying decision and can spot “closers” a mile away.

There’s a better way.

It plays directly to the strengths of introverts (bonus: extroverts can use this too):

It’s about two things:

[1] Having conversations focussed on finding the truth of what’s going on in the buyer’s life.

[2] Clearly identifying the consequence(s) of not changing those things.

That’s it.

I believe ‘selling’ today is simply about helping other people get clear on and understanding the consequences of not solving something that’s holding them back.

When given the option, most people would rather solve a problem, than not.

Here’s why this works for introverts…

Introverts don’t like small talk and chit chat. They hate it. It’s very uncomfortable for an introvert.

Introverts prefer authentic, quality conversations. They draw energy from them.

They prefer thought-provoking questions and dialogue (which align perfectly to finding the truth).

When introverts have a sales-conversation structure like this, it naturally feels good to them because it’s intellectually stimulating and is focussed on something meaningful.

And here’s the beautiful thing about structuring a conversation around getting to the truth: you know whether or not you can actually help that person… instead of trying to “sell” them something.

That feels good for both parties.

It transforms the meaning of what it means to “sell”.

The difference is profound.

When introverts have a way to ‘serve’ this way instead of ‘sell’, it’s powerful because buyers can feel it and sales naturally happen.

In fact, the less introverts focus on ‘selling’... the more they sell.

I’ve seen it happen so many times with introverted people I’ve worked with.

This is the best part: when we know the truth of a client's situation, we get to work with ideal clients we can truly help.

That is an incredible place to be... whether you’re an introvert or an extrovert.

Win-win.