The stereotype of a sales rep is an effervescent extrovert who charms people into buying anything at any price. But really, there are 1,000 ways to succeed in sales, and if you are an introvert considering a sales career, take heart. You can do it, and do it just as well as your extroverted competitors. Coming from a long line of accomplished introverted salespeople, I’ve picked up a few strategies and techniques that help us make sales and nurture customer relationships. Here are three of the most important. I hope they help!
Standing out from the crowd is a very important component of sales success. But standing out doesn’t necessarily mean shouting out. Introverts have their standout qualities — many of which are highly appealing to buyers. Success comes when you hone your natural abilities in these areas:
For introverts, social interaction can feel mentally draining. Something that helped me immensely was to spend about half my day (or less) in the field making sales calls. An entire day of meeting customers and prospects was just too much, so I’d make a ton of calls in the morning (my high-energy period) and then spend the afternoon taking care of all of my follow-up from the morning. This not only conserved my social energy, but also gave me time to apply my listening, thinking and follow-up skills immediately, impressing my customers and prospects with extremely fast response time. Along the same lines …
Introverts can excel in sales in any business, but some line up better with an introvert’s inherent strengths. Aspects of the sales job to consider:
Sales is a terrific career. It gives you a great deal of control over your time, financial freedom when you do it well, and multiple opportunities every day to help someone or some company do something better. These are incredibly fulfilling career outcomes for introverts and extroverts alike!
About the Author
Brad Shorr is Director of Content Strategy at Straight North, one of the leading Internet marketing companies in Chicago that specializes in SEO, PPC and web design services. With more than 25 years of sales and marketing experience, Brad has been featured in leading online publications including Entrepreneur, Smashing Magazine and Forbes.