How to Be Good at Sales as an Introvert

Recent statistics have predicted a five percent increase in sales positions from 2014 to 2024, now may be the time to consider finding a position in sales. While sales may not be the first natural career choice for an introvert, these personality types have some key traits that can make them more successful than their extrovert counterparts. Mastering a sales position as an introvert takes knowing what strengths to play to and what tactics to employ.

Listen to What The Customer Wants

Listening and deep thinking are two of the key strengths of an introvert according to the Wharton School of Business at the University of Pennsylvania. They are typically more comfortable when others are talking as opposed to themselves. Introverts can use this to their advantage in sales. Rather than assuming they know what the customer wants and shoving product at them, introverts listen to what challenges their customers face as part of their business. They then provide their products and services as a solution to the customer’s challenges.

Take a Personal Interest in Customers

Introverts are often best one-on-one with customers, which provides the opportunity to get to know the customer beyond their business. Learning more about who they are creates a personal relationship that makes the process feel less sales-driven. Providing solutions to a friend to help them manage their business is a much friendlier mindset to an introvert than just making sales. Plus acquiring one customer that will provide ongoing sales long-term is typically more profitable as a business than several one-time sales to multiple customers.

Anticipate the Customer’s Needs

Successful sales representatives know their customers well enough that they are able to anticipate their needs. Having spent time listening to customers about their business and their challenges, introverts can poise themselves to be a solution provider by anticipating what the customer will need before they need it. Offering the right product or service at the right time demonstrates to the customer the level of commitment and understanding the introvert has of their business and what it needs.

Learn How to Negotiate

Working in sales remains a negotiation between customer and sales representative, so it is still imperative that an introvert learns how to negotiate. Failure to be able to negotiate well could cause loss of sales or lower sales totals. While listening is a key component of negotiating, introverts can benefit from learning and practicing the other aspects of negotiations. Practice with colleagues or attendance at courses such as Shapiro Negotiations’ training programs can help with improving negotiating skills.

Provide Excellent Customer Service After the Sale

Although making the sale is key, good customer service after the sale is also important. Introverts can excel in this area as well even though delivery and customer service may not be part of their role. Following up with the customer after the sale to ensure delivery went smooth and the product arrived as expected goes a long way in building a long-term relationship with a customer. Plus having the personal relationship with the customer increases the odds that they will reach out if something is wrong or they are dissatisfied. This provides the introvert an opportunity to make corrections before the customer takes their long-term sales somewhere else.

Growing and mastering a sales career as an introvert takes time, but it is possible to establish a successful sales track record. By using the strengths they possess while also working to improve aspects that aren’t as natural to them, such as negotiating, introverts can become top sales producers.

By: Dennis Hung

 

Tags: article, business, Sales Introvert

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