Susan Cain launched a national conversation about introverts with her 2013 book Quiet: The Power of Introverts in a World That Can’t Stop Talking, and that conversation continues three years later. Even the ABA Journal recently jumped into the introvert discussion with its January cover story Introverts in an Extrovert’s World: Most lawyers are introverted, and that’s not necessarily a bad thing.
Several articles and book have addressed sales for introverts, most notably Daniel Pink’s To Sell Is Human: The Surprising Truth About Moving Others, which concluded that ambiverts (those who lie between introversion and extroversion) tend to be the strongest performers in sales. A quick Google search on “sales introvert” will turn up some 481,000 results. It’s a hot topic.
I recently ran across an article titled The Power of Quiet Selling that, although it’s primarily directed to introverts, offers tips that anyone engaged in business development should consider. For example:
- Ask thoughtful questions that will help you (and your sales prospect) understand their priorities.
- Educate instead of persuade: using a collaborative approach positions you as a trusted advisor.
- Be patient—the relationships you build will generate even greater rewards down the road