Introverts Make the Best Business Developers
Introverts vs. Extroverts. Why has this topic garnered so much attention lately? Well, it seems that based on the last 10 years of research, most of the world are really introverts in disguise. Pure extroverts are rarer than we thought. If that’s the case, then that means some of the very best salespeople are really introverted. How did they overcome the classic introvert characteristics to reach success?
Let’s start with a sales lens to put this into context. Extroverts gain energy when selling and working with people. Introverts gain energy when working or spending time alone—it’s how they recharge. Networking, making presentations, or entertaining clients can be draining for introverts, but this does not mean they can’t be great at it. Introverts just need to use their distinct advantages to make the sales journey work for them.
Why are introverts potentially better at sales?
Because of two key strengths: listening and preparation.
Introverted individuals often make very good listeners. B2B business development is based on building trusted relationships, and listening goes a long way toward building that trust. In addition, great listening results in learning more about the client, a project, or project challenges—all of which results in a more insightful response to a sale. Clients want to feel heard and have teams demonstrate that they know and understand their industry and pain. No one is better at that than an introvert.
Extroverts rely on their personality, experience, and performance in the moment to make a sale. They are typically more comfortable working extemporaneously. Introverts, on the other hand, like to be prepared. They tend to be very detail-oriented and don’t want to be caught off-guard, so they research and come to a conversation ready to discuss multiple topics. If you remove the mystique of “personality,” you can replace it with something just as effective. And, being prepared can also be translated into following a well-defined, thoughtful process.
Once your sales process is defined, it is infinitely repeatable.
Matthew Pollard, the author of The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, champions introverts because he is an introvert himself. He believes that by following a seven-step sales process, introverts can predictably and repeatedly deliver success. Furthermore, sticking to this roadmap alleviates the anxiety around sales. With practice and commitment, these seven steps become an efficient roadmap for any introvert to follow:
Establish trust and an agenda.
Ask probing questions.
Speak to the decision-maker.
Sell with a story.
Answer objections with stories.
Take their temperature.
Assume the sale. In other words: sell with confidence.
To truly be successful, introverts need to protect their energy.
Business Development is draining for everyone, particularly if it doesn't come naturally. If an introvert spends too much time out in the world without scheduling time to recharge, it will inevitably catch up to them and begin to erode their success. Make time to offset activities that drain your energy with something that fills you back up again so that you're able to perform the process at your peak. Recognizing that your needs as an introvert might be different from those of an extrovert will only make you a better salesperson.
Whether you are an introvert or extrovert, listening, being prepared, and following a unique, simple process will ensure you are on the right track to success.
