The Art of Introverted Selling: A Tale of Two Salespeople

If you’re nervous about marketing and think only extroverted salespeople make money, allow me to clarify why introverted selling is far more effective.

There's a common misconception that the most effective salesperson is the one who talks the most…

Most people think that, in order to be a “master salesman” you need to exude charisma and aggressively push products.

However, true sales mastery often lies in a quieter, more introspective approach that prioritizes listening and understanding over talking and persuading.

How Humans Relate to Different Salespeople

Just picture this…

Say you're in the market for a new laptop after your old one broke down.

In one scenario, you encounter a salesperson who immediately bombards you with a high-energy pitch for the most expensive models.

They overwhelm you with technical details and special 24-hour-only discounts, barely letting you get a word in.

It’s clear that their focus is on making a sale. 

The problem is, even if you do buy the laptop…

Right after you swipe your credit card you’ll start to feel remorseful about your purchase.

Because you will feel like you were tricked into buying it. 

You won’t know if you even bought the right one.

And you’ll definitely feel annoyed and angry about the entire experience.

That’s because this approach leaves you feeling pressured and unheard. 

And it turns the purchasing process into a stressful experience.

Which almost always leads to angry customers and refunds.

Now, imagine a different scenario in the same store with a different salesperson…

This time, you're greeted with a calm, open-ended question about your needs…

“What do you usually use your laptop for?”

As you explain your needs – maybe you’re a graphic designer needing high processing power, or you're looking for something basic for everyday browsing – they listen attentively.

They ask thoughtful follow-up questions about your preferred operating system, any specific software you use regularly, and your budget.

This salesperson then guides you to a few laptops that match your criteria, explaining the pros and cons of each, and they tell you about the special offers in a straightforward, no-pressure manner.

They give you the space to think, offering assistance without overwhelming you with information.

Here, the focus is on helping you make an informed decision based on your specific needs. 

You feel understood, respected, and in control of the buying process.

Because that’s what selling is all about.

It’s about discovering the need and/or the problem your prospect has (if they even have it)... and then matching your solution to that need.

If you try to push a product down people’s throats you’re only going to get angry customers who never purchase from you again, and a high refund rate.

That’s why…

To be a true “master salesman” you need empathy and active listening more than being a charismatic extrovert.

5 Keys to Leverage the Power of Introverted Selling

Consider applying the following techniques to improve sales and customer retention:

1. Listening Over Speaking:
   The key to effective selling isn't dominating the conversation… it's understanding the customer's needs through active listening.
2. Empathy is Essential:
   Being able to put yourself in the customer's shoes and understand their perspective is more impactful than any sales script.
3. Creating a Pressure-Free Environment:
   Customers are more likely to make a purchase if they feel their decision-making process is respected, not rushed.
4. Knowledge Over Persuasion:
   Providing relevant information tailored to the customer's needs is more effective than generic, cliché sales tactics.
5. Building Trust:
   A customer who feels heard and understood is more likely to trust your recommendations and return in the future.

It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently. -Warren Buffet

This laptop story is a clear example of the contrast between traditional, extroverted selling and the more nuanced, introverted approach.

While the former may work in some cases, it's the latter that often leads to more satisfied customers and sustainable business success.

Think about it…

How sustainable can your business be if none of your customers come back to buy from you again?

In introverted selling, the focus shifts from simply making a sale to genuinely helping the customer, which in the long run, is a far more effective strategy.

Conclusion: Introvert vs. Extrovert

Where extroverts thrive on being large and in charge, and calling the shots, introverts excel in abstract thinking which is known as an incredibly powerful tool essential for problem-solving, creative thinking, and better decision-making.

If you’d like to improve your ability to understand others better, empathize with people, and make this world a safer and better place for all, abstract thinking is a skill set you’d like to learn more about.

And if you’re already an introvert you might like to know that Randy Buckner, a Harvard psychologist who conducted a brain study in 2012, discovered that the prefrontal cortex - the area in the brain linked to decision-making and abstract thought - was found to be bigger in test subjects who were introverted.

Who knows, perhaps introverted selling skills could become your superpower for success.

Consider this concept from a few different perspectives…

Perspective 1: The Business Owner

Although you’re not expected to be the smartest person in the room, as the leader, you have to make some decisions, such as who to hire in your teams.

Will you look for salespeople who unscrupulously bring in sales and hit their sales targets while ignoring other potentially wealth-generating aspects of your business?

Or are you in it for the long haul by hiring salespeople who think creatively with a conscience and are really interested in helping people and generating lasting value both ways?

Perspective 2: The End User

We all participate in some form of commercialism to certain degrees, and whether you’re buying a laptop or investing in wellness, the salespeople involved in the process impact your decision.

How likely are you to recommend a business you were persuaded into supporting, versus recommending a business that has your best interests at heart? 

Perspective 3: The Salespeople

Say you’re a salesperson and a go-getter extrovert type driven by performance, which there’s absolutely nothing wrong with, have you considered how much more you could achieve if you incorporated introverted selling techniques into your approach?

To have a balance of the ‘gift of the gab’ combined with the compassion, empathy, and trust-building skillset required for lasting success, you’re basically writing your own ticket to success.

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Frequently Asked Questions About Introverted Salespeople

Has your Mind ever wondered…

Can an introvert be a salesperson?

Remember, you have to be the kind of salesperson (and be involved in a situation or industry) that works well with who you are as an individual, so the cookie-cutter approach and universal script per industry are not as effective.

Introverts naturally possess the attributes required for a highly thriving and successful sales career.

So whether you’re extroverted or introverted, you will do well to learn the skill of introverted selling.

How can I tell if I'm an introvert or an extrovert?

According to theories on human personality developed by a well-known German psychologist and psychiatrist, Dr. Carl Gustav Jung, here’s how you’ll be able to tell if you’re one or the other…

If being surrounded by other people energizes you, if you find enjoyment in interaction with the external community, and if you prefer sharing your feelings and thoughts with other people, you’re an extrovert.

You’ll know that you’re an introvert if being alone recharges you, if you feel confident and secure in your own space, and prefer quiet contemplation in a tranquil place.

Who is the richest introvert in the world?

Interestingly enough, it appears that many of the richest people as well as the majority of CEOs in the world are introverts, and here are some examples.

Warren Buffet, who had to learn how to develop the skill of communicating his brilliant ideas for investment in his 20s, is mostly known as an introvert with a net worth exceeding $120 billion.

Elon Musk, who is known for being the ‘introverted engineer’ had to learn and practice how to convey his genius on stage instead of stammering along, and although his net worth fluctuates, it is also in the billions.

Mike Dillard, one of the most successful self-made high-net-worth millionaires out there, is also known to find solace in solitude.

The common denominators of introverted minds having access to creativity, decision-making, and abstract thinking seem to set them apart.

What is the difference between introvert and extrovert sales?

In general, introverts prefer to ‘ask’, while extroverts prefer to ‘tell’.

Let’s explore that...

Although there’s no ‘wrong’ or ‘right’, there are characteristics people display that betray the kind of person they are.

For example, in a scenario where you’re dealing with salespeople, you might pick up that you’re in the company of someone who likes to have the spotlight on them, and they talk a lot, and they’re promoting the daylights out of something to convince you to make a purchase.

In such a case, you’re likely dealing with an extrovert.

On the other hand, when you’re in the care of someone who asks you questions and focuses on your needs, your requirements, and what could help you better, you’re likely dealing with an introvert, or at the very least someone who has introverted selling skills.

It’s entirely possible for an introvert to learn skills that can help them be a little more extroverted, in the same way that it’s totally doable for an extrovert to learn some introvert skills for the improvement of their selling art.

And if you’re a salesperson and would like a little secret to effective marketing, here it is…

Let your prospective customer do most of the talking.