Who sells more? Introverts, extroverts and ambiverts
Hello! Welcome to another Lead Forensics Focus: Elevating your Marketing and Sales Success. Here to bring you expert marketing and sales advice from industry leaders.
In this video, I’m going to describe three key personality types, so we can discover which makes the best salesperson.
Let’s start with introverts.
Introverts are independent. They prefer their own company or the company of small groups.
In conversations, they are more likely to observe and listen than interject, and their minds are analytically driven.
With high-self awareness and extensive knowledge of their capabilities and limitations, introverts look at the bigger picture in business.
Introverts make great salespeople for many reasons:
a. They’re great listeners- and have a natural ability to think deeply and completely focus on the discussion
b. They’re easy to manage- as they enjoy following a system and don’t act irrationally
c. They are critical thinkers- making them difficult to rattle in a sales situation
However, some things don’t come naturally to introverts but are still crucial to sales
a. They don’t have good small-talk skills- they can struggle to build rapport
b. Decision makers are usually extroverts- meaning introverts can’t always identify with them
c. They are difficult to read- making it hard for prospects to fully trust them
On the flip-side, we have extroverts.
Extroverts are highly social and love to feed off the energy of others to boost their morale and performance.
They take a great personal and emotional interest in others, displaying empathy and care, and dislike being alone for long periods of time.
An extrovert personality often aligns with our pre-conceived vision of a salesperson:
a. They are always a force of positivity- making them easy to talk to and trust
b. They’re excellent cold-callers- quickly making personal connections with others
c. They are masters of conversation- seamlessly combining small-talk with discussion
However, much like introverts, extroverts have a set of weaknesses that can hinder their sales success:
a- Extroverts can overpower the prospect- and take too much control on a call
b- Their emotional mindset means they can be easily knocked or distracted
c- They are less self-aware- and can become over-friendly
So, what’s an ambivert?
As you might imagine, an ambivert displays both introvert and extrovert qualities in equal measure.
They have equal care for their surrounding environment and their personal concerns, balancing their love of company with their needs for solitude.
In conversation, ambiverts are like extroverts when talking about a topic they like, but when the conversation changes they can become closed off and disengaged.
Many believe ambiverts make the best salespeople because:
a. They combine excellent people skills with a critical approach
b. Many decision makers can relate to them- as they display a wide range of emotional connections
c. A recent study proved ambiverts generate 39% more revenue per hour than the other personality types
But nobody is perfect- being an ambivert in sales has its drawbacks:
a. When interacting with an extreme introvert or extravert, ambiverts struggle to find common ground
b. They are difficult to trust- as their personality can change quite drastically
c. They can be difficult to work with- as managers struggle to understand what motivates them consistently.
So, onto the ultimate question- who sells more?
Unfortunately, there’s no clear winner, because the success of a sale isn’t about the personality of your team, it’s about the person they’re selling to.
As a buyer, you’re more likely to purchase from someone who’s personality aligns with your own. It’s the luck of the draw!
If you’re an extrovert selling to an extrovert- you’ll do just fine! But if you’re selling to an introvert, you’ll struggle.
The silver lining to this means there are no pre-made advantages based on personality type. Everyone has the capability to be excellent at sales.
The best action to take is mirroring- on the first call, try and reflect the personality of the prospect.
If it feels natural, it’s likely their personality type matches yours- so be more yourself! If it doesn’t, they’re probably different, so take time to assess their needs and motivations before the next call.
To boost your sales success, encourage your team to take a personality test and identify which category they fall into.
This helps them identify their strengths and weaknesses to improve self-development and become a better salesperson.
I hope you found today’s video helpful and enjoyable. And as always, I hope you take this knowledge and use it to drive your own sales success!
If you have any questions for me, please feel free to comment below.
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See you next time