The stereotypes of a typical salesperson are smooth talkers, outgoing and relationship building conversationalist, loves to make cold calls to customers. In other words, someone who is an extrovert. Certainly, such extrovert salespeople exist, but it does not necessarily mean such extroverts are always successful at closing deals. Extreme extroverted salespeople can be dangerous for business and its image. Customers tend to become very suspicious who is constantly smiling, laughing, joking, and talking too much. It’s quite a turn-off, and make your customer irritated. The key to being successful at closing the deal is in listening, understanding what needs to drive your customer and how you can help them fulfil those needs. This is where selling like an introvert is a huge advantage. Researching to understand the customer, listening to understand individual needs and reacting to adapt to the identified needs tend to close the sales deals and building customer loyalty. These are all classic introverted behaviours that are difficult for extroverts to do well, but not impossible. Learning the traits of an introverted salesperson will achieve the desired results.

Here’s our take on how you can grow your account, business and drive customer by using the traits of an introvert:

• Research well to understand the prospective customer. Study their product/service deeply, analyze their strengths, weaknesses, and ideal prospect. Before even begin to make those cold calls and start talking, do your homework, prepare your presentations and anticipate objections. Introverts are not impulsive and tend to research for knowledge to judge whether or not they can help the customer. This is one of the major sales strengths of an introvert.

• Introverts have well-trained ability to listen to others. Customers tend to talk about what they are dealing with, explain the challenges, and discuss what matters to them. The key to being successful at closing the deal is in listening, understanding what needs to drive your customer and how you can help them fulfil those needs.

• Another strong sales trait of an introvert is composure. Often mistaken for being too reserved or shy. Introverts can sit back in the heat of the moment to give themselves a better vantage point. Instead of talking back to customer reactions abruptly, being calm and adjusting vocabulary accordingly can help you to become better in closing the deals.

• Introverted salespeople put high importance on relationship building with customers. Introverts tend to have fewer, but deeper relationships with their customers. They want to get to know the customer and help them over time Over time, the customer tends to become loyal. Customer loyalty increases the chances of repetitive buying the products and services and give an added advantage over your competitors. Instead of just selling products, investing time and energy in building a genuine relationship with the customer/buyer will generate sustainable revenue in the long run.

• Persistence is another common trait introvert. Life a salesperson can tough when things get difficult with the project. Being persistence involves sticking with a project or task even when it becomes difficult. Being persistent can move mountains in the project and the right amount of attention can make it happen.

Just because a person does not naturally have those personality traits does not mean she/he cannot work to develop those qualities to become an effective salesperson. Training, counselling and right amount of dedication will help you push the horizons of your sales career.

If you are working as an account manager, you are negotiating a prospective project, or you are starting up your own business it may be a bit intimidating to close new or existing big customers. At oridoc, we have experienced trainers and organizational psychologists who can help you to excel in your function through guided counselling.  Reach out to us via the contact form and we will be in touch with you at lightning speed.