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  Selling Is Not Just for Extroverts Anymore
Written by Neal Burgis, Ph.D.   

The old stereotype of the salesperson being an extrovert is obsolete. Selling is not a skill many shy, introverts master. They realize that when they hold yourself back from socializing. The challenge though is that introverts not only deprive themselves from missed opportunities - they also deprive other people of the chance to get to know them. Many introverts miss out on potentially lucrative career choices because they do not do anything to reduce their shy, introvert thinking, feeling and behaviors, and continue to use the excuse "I'm shy". You need to Take Action Now. Let go of the belief that "Sales is just for extroverts." If you're an introvert, you might dismiss pursuing a career in sales, believing it would be a horrible fit for your reserved, reflective personality.

Janine joined IBM as a salesperson. She thought she would like speaking to people about the products and services the company offered. Janine did go out of her comfort zone, for she is an introvert who made a success of herself with her skills, talents, and abilities.
 
Does the idea of selling scare you? Networking and marketing are not about sales - it's about people. Most salespeople are extroverts and tend to focus on themselves when trying to sell a product or a service. Shy introverts would never think about sales as their career. Jacques Werth, an introvert in a highly successful sales career for almost 50 years and president of High Probability Selling in Media, Pennsylvania, stated, "Many of our most successful graduates, some of whom earn high six-figure incomes, are introverts."
 
If you are the wallflower shy type, then you could not imagine being a salesperson, speaking in public, and being socially comfortable in various situations. In most people's minds, they would be thinking, "As a shy introvert, why would I want to be a salesperson?" For many shy, introvert types, small talk is a foreign language except those you feel most comfortable with. Going door to door asking for business might not be your cup of tea, but contrary to popular belief, you can succeed in any business even if you're not an extrovert.
 
Can you unlock your sales potential? Good salespeople spend only 20% of their time talking to customers by just asking questions, and the other 80% of their time listening to their customers. In most situations, introverts can ask questions and let the other person talk. Take the focus off of you, and put it onto your customer or client's needs. Doesn't this sound like a shy introvert's dream? Having a great sales pitch is one of the most important parts of your sales success, and you can have it prepared ahead of time to fit any sales situation. Here's how you can prepare yourself to be the best introverted salesperson out there.
1. Connect to Your Passion: What captures your attention about your product or service? What is your passion or interest, or what do you want to do that makes you feel good? Pick something that means a lot to you. Develop a great "Elevator Pitch" for what you do. Find your own unique way of working your passion. Be as comfortable and as natural as possible.
2. Believe in What You Are Selling: Introverts can be very effective salespeople when given the opportunity. Before that can take place, they must let go of their belief that extroverts are the best salespeople. (If you have a strong belief and passion about in the value of the product or service you are offering, that will help you a lot.)
3. Create a Plan That Works for You: Shy introverts need to understand that to be a success, you need to have a mindset geared towards networking. Create a plan that works for you. Set goals that are realistic and achievable. Set a deadline of when you want your success to happen. Focus on one goal at a time. The key here is to understand what works well for you as a shy introvert. Then use your skills, talents, and abilities to market your products and services differently from what others do.
4. Focus on Your Strengths: Most of the time, introverts go to great lengths to avoid any type of cold calling. But typically, introverts have great analytical, problem solving, and listening skills. Many also excel at writing. Some introverts have no difficulty socializing with others. Ask yourself, "What are my strengths?" and "How can I use them to make sales?" Continue to use your strengths and work to build on your weaknesses.
5. Develop Your Skills and Confidence: Like other skill sets, social skills and confidence can be learned. Instead of feeling nervous, you can learn to be comfortable in social situations. Learning a basic set of social skills can help you become more confident personally and professionally. Whatever skills you develop, try them out gradually to see how they fit for you.
6. Asking Probing Questions: Since shy introverts are great at listening; the easiest thing for you to do in situations is to ask questions. This will do two things for you: (1) Get to know your client/customer better, and (2) Take the focus off of yourself and put it on the person you are talking to. The best thing for introverts to do is to write out a script that they feel comfortable with. Include the key points to talk about and make sure you mention the benefits of the most important products or services you offer. If you need to, change it from time to time.
Networking: Extroverts may easily approach people and talk to them. But introverts have a difficult time with this. Typically, introverts do not want to be in the limelight to sell a product or a service. Do not force yourself to put on a false front when networking. You do not need to give yourself unnecessary stress. As an introvert, do not try to be like an extrovert, otherwise your prospects will see right through that and you will lose a sale.
Forcing yourself to mingle and chat with others may be a bit more than you can handle. Making cold calls can take its toll on you as well. Build into your plan a way to prepare ahead of time how you can handle these situations. When do you have the most energy during the day? Make calls when your energy is highest. That time period is when you make your phone calls or outside sales calls. At other times you can work on other administrative tasks (i.e., preparation, filing, writing up your invoices, etc.)
7. Practice, Practice, Practice: You have prepared what you want to say to other people, whether they be clients, customers, or prospects. It may sound ridiculous, but practicing some networking scenarios can be a great way to prepare in advance. Ask a colleague, friend, or family member to "role play" with you so you can practice approaching other industry professionals. By practicing in a non-threatening environment, you'll be relaxed and prepared when the real event occurs.
Just like Janine, you can become a powerful speaker at sales conventions. Despite being an introvert, you can build a very successful business. You can succeed even if you are not a "people person" if you follow the above strategies.