Do Extroverts Make the Best Salespeople?
The extroverted salesperson is extremely anxious to tell their prospects about their products and services. Yet they often leave a sales call bewildered as to why they didn’t get an order. You’ll hear them say “I answered all of their questions and told them every reason why they should buy but nothing happened?”
Selling is about asking enough of the right questions in the right way and not determining nor presenting any solution until you have discovered:
- What problems you can help a prospect eliminate or what opportunities you can help them capture.
- Under what conditions they’ll buy.
- What factors will impact their ability to make a decision.
From the time we are small children, we are conditioned to have the right answers and to deliver those answers when asked. As adults, experienced salespeople often engage in the adult version of “Show & Tell”. If your salespeople are dropping off information, proposals, marketing materials or otherwise trying to impress their prospects with their wealth of knowledge and industry expertise without really understanding your customers’ buying motives, they are probably not very successful.
Whereas extoverts are often more comfortable meeting strangers for the first time, this is more a matter of self-confidence. Self-confident introverts make great salespeople.
If you’re introverted you’re already one step ahead of the extrovert because you won’t have to reign yourself in on a sales call. You naturally keep your mouth shut and, as a result, you learn more. It’s far more important to be innately curious, than it is to be innately extroverted.
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