How your introverted nature can be your sales superpower

Have you ever thrown someone a surprise party? Better yet, have you ever had one thrown for you??

Maybe you loved having all of your friends and family gathered around you to celebrate, or maybe you cringed at the thought of having to fake small talk with several relatives.

I’ve organized two major surprise parties for family members over the last several years. The first was super successful, so I was really excited to organize another surprise for a different relative when the time came.?

She hated it. Like, didn’t even pretend not to be furious at us. Yikes!

At the time, I couldn’t wrap my head around how someone could be so unhappy with 30 of their closest family members gathered to celebrate a major life milestone. However, it later became an example of forgetting to follow the Platinum Rule: treat others the way they want to be treated.?

Whether it’s your family members, your employees, or your customers, it’s a mistake to assume that everyone wants to be treated the same way (or even in a similar way) as you do.?

While I might classify myself as an extrovert — someone who feels energized around others — many people I love are more introverted and tend to feel energized and comfortable doing things alone or in small group settings, and will thus feel drained in larger crowds.?

This week (3/18-3/24) is National Introverts Week. True story…it’s a real thing! ??. Started by Matthew Pollard, author of The Introvert’s Edge, this week is about honoring introverts for their unique qualities and smashing the stereotypes about introverts in the workplace.

I’ve spoken at hundreds of sales rallies and conferences over the years and a common concern that kept coming up was whether or not it’s possible to excel in sales as an introvert.?

Long story short, of course it is! Introverts are very strong leaders and salespeople, in part because they're often great listeners. Regardless of where you land on the introvert-to-extrovert spectrum, it’s all about using your strengths to your advantage and learning how to recharge.?

Psst! If you’re an introvert (or know one), you’ll love this!

I put together two guides that will help you understand how your introverted nature can be your biggest superpower, especially if you work in sales or customer service. (Spoiler alert: that’s 99% of us!) You’ll get tips on leveraging your ability to listen, observe, and empathize to engage prospects and build genuine relationships. The best part? They’re yours for free! And don’t worry, you don’t have to talk to anyone to download it. ??

Download An Introvert's Guide to Sales

Download An Introvert's Guide to Customer Service

Looking for more resources on this topic?

Grab a copy of The Introvert’s Edge . Author Matthew Pollard debunks the myth that sales requires the “gift of the gab,” and demonstrates exactly how, as an introvert, you can create a relaxed sales system that works for you.

Finally, my friend Lorraine K. Lee created a fantastic LinkedIn mini lesson, Nano Tips to Stand Out as an Introvert . Check it out!

Tailoring your customer experience for introverts

In addition to honing your skills as an introvert in sales or service, this is the perfect week to audit your customer experience and identify ways you can tailor the experience to meet your introverted customers.

For example, a few years ago, Uber rolled out a new setting on its app that allowed premium riders to choose between “quiet mode” and “happy to chat” so that drivers could customize their approach accordingly.?

Similarly, a European Sephora store experimented with color-coded baskets to signify whether or not shoppers were open to chatting with a sales associate.?

Such examples not only create a more relevant and comfortable experience for customers but they also remove the guesswork for your employees.??

Many brands now offer customers the choice of chatting with an AI bot or a live agent so they can have a service experience that matches their preferences.?

What are some ways you can empower customers to customize their interactions?

Catch up on the latest episodes of The SUPER AMAZING Show!

Episode 11 centers on Shep's principle of “starting over” with every single customer. No matter how good you were yesterday, today is a new day. If you want to earn the reputation of having an exceptional customer experience, you’ve got to put systems in place to ensure consistently exceptional outcomes.?

Did you know that April is International Customer Loyalty Month? To get you prepared, ?Shep Hyken and I talked about one of his favorite metrics for customer experience: did the customer come back? Yes, it’s that simple! Listen to our tips for improving customer loyalty in episode 12.

“There’s a really positive side of being an introvert – you really pick up on things a lot more than your extroverted counterparts.”

-Jessica Williams