The Power of Introverts in Sales: How Quiet Persistence Can Close Big Deals

The stereotype of a successful salesperson is often that of a charismatic, extroverted individual who can easily strike up a conversation with anyone. A charismatic wordsmith with a never-ending supply of enthusiasm, able to sell ice to an Eskimo and sunshine to a sunbather. They have an answer for everything and a bling smile that could light up a room. Whether it's a new product or just a regular day, for a salesperson, every opportunity is a chance to close a deal and hit their target. Does this conjure up images of shiny suits and too much aftershave? I’m with you!

Whatever stereotypical view we may or may not have, one thing is for sure. Introverts can be just as successful in sales roles, if not more so. In fact we introverts have unique strengths that can be leveraged to excel in sales. I know, I was one for 20 years and I did incredibly well.

One of the key strengths we have in sales roles is our ability to listen. Introverts tend to be more reflective and thoughtful, which allows us to actively listen to our clients and understand their needs. We don’t just hear what they say, we see what they don’t say. We notice all the non-verbal queues that can be extremely telling in a business meeting. This is like gold dust because it enables us to build really strong relationships with clients, and tailor our sales pitch to fit their specific needs.

Another strength we can leverage is our ability to focus. Introverts are often comfortable working independently and are able to concentrate for long periods of time. This is a huge asset, as it allows us to stay focused on important tasks and on the bigger picture, our sales goals.

Remember sales is a process. Yes, building relationships is critical but it’s part of a process and we are very good at following processes.

Being more reserved and less impulsive, can also be beneficial in a sales role. Imagine being a client. You have a supplier meeting with a very confident and self-assured person, perhaps a little of the brash side, who’s pitch is polished and clearly focused on closing the deal. Or, you’re presented with a calm, more reserved, let’s say humble individual, who listens more than they talk. Who takes on board what you say and is professionally challenging whilst respectful. Hands down I know who I would do business with. And, I’ve been in so many sales meetings with so many salespeople to see these dynamics in action, and I know how they play out.

Those reserved qualities make us less likely to make hasty decisions and more likely to think things through before acting. This leads to us making more thoughtful decisions and avoid costly mistakes.

But just like anyone else we may face some challenges too. We may not be as comfortable in large groups or public speaking situations. We might struggle to assert ourselves in a room full of extroverted colleagues.

To overcome these challenges, there are steps we can take to grow our confidence in communication and public speaking skills.?(Check out my article here https://medium.com/introverts-in-the-workplace/7-strategies-for-asserting-yourself-at-work-978bd06e4acd)

Knowing our strengths and leveraging them means we can really stand head and shoulders above in sales. Using our ability to listen & focus, and paying attention to details builds trust and credibility with clients. By using our ability to plan and think ahead, creating effective sales strategies and by using our ability to be patient and persistent to close deals.

So, if you thought that a career in sales is just for the extroverts, think again. Introverts can be great in sales roles. We have unique strengths and with the right tools and strategies, we can overcome any challenges we may face and excel.

I regularly publish similar articles on Medium publication - Introverts in the Workplace. You can follow me here https://medium.com/introverts-in-the-workplace.