EXTROVERTS MAKE BETTER SALESPEOPLE ?

Come on - extroverts have to be better salespeople ! Right ? Yes & No. It's been awhile since I've discussed this topic and it happened to come up the other day during a coaching session with a new client.

In my humble opinion ( I said humble ), there is no definite answer for sure. But a lot of experienced sales trainers like myself would say that introverts make better salespeople. Please remember that when you throw around the definition of someone's personality traits or type that it is very easy to be wrong and even if it it happens to be right, how was the determination made ? By psychological testing ? Where, when, by whom, and where did the test come from ? And all other kinds of evaluating factors.

All of that said, why do I bring it up as a topic ? Because it can be a real eye opener for some of us about the sales profession and some factors that affect success. There is no one personality type that will guarantee success. But, some of the most successful sales professionals I have known over many years are admitted introverts. How could being an introvert contribute to a salesperson's success ?

Here's some considerations for you to debate. Introverts tend to be better listeners. Introverts tend to be more analytical. Extroverts tend to talk too much. Extroverts tend to be less organized ( gunslingers ). Extroverts tend to border on the line between too much self-confidence and cockiness. Introverts tend to be more open to change. Introverts take notes and come with questions prepared to presentations. Introverts are more methodical in their approach. Extroverts base a lot of their self-confidence on their ability to "wing" virtually every situation and still be successful.

Now before all of you extroverts start screaming and telling me I've lost my mind. There are many exceptions to everything I've stated. I know introverts who are scared of their shadow and should not be in sales. I know extroverts who are the exact opposite of my observations ! But, by and large, the issues I mentioned are the ones that I have to work with most of the time with extroverts.

Whichever classification you feel you fall into - extrovert or introvert - please don't be offended by the topic or my assertions. Try to gain some insight that may inspire your growth and higher levels of success.


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Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling