The Follow Up
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Why We Need More Quiet Salespeople

Why We Need More Quiet Salespeople

Another Reason Why Introverts Make the Best salespeople

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In today’s Follow Up:

The case for silent sellers 🤫
Sales tip of the day 🧠
Do sales spiffs actually work? 🗞️
Sales jobs, Linkedin & a meme 😂

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The Case for Silent Sellers

Most of us grow up thinking of salespeople as loud and fast talkers who say anything to make the sale.

After all, closed mouths don’t get fed… right?

A few months ago, we covered the disadvantages that extroverts have when selling, which include things like wanting to be the center of attention and coming across as sales-y.

Introverts on the other hand are typically described as inward focused, quiet, and reserved. Not exactly how you would describe most sales reps…

But a new study set out to find if introverts could actually make for superior sales reps, and what sales environment they work best in.

They studied 263 sales reps broken down into:

Outside sales reps selling by themselves.
Retail sales reps selling in teams of 2-8 reps.

As they guessed at the beginning of the study, when given the right selling environment, introverts thrive. Here’s why. 👇️

Big Teams & More Information

When working on a big team or with a large network of other sales reps, there’s a lot of information to digest.

And this is where introverts thrive.

Introverts are more likely to listen and seek advice from their teammates, which helps them consume important information needed to sell.

Unlike extroverts who want to do most of the talking, introverts listen to other sales reps to understand how they can get better, which also results in better advice.

But what if you’re not an introvert? Use this as a lesson.

Listen to your teammates more often. Understand what’s working (and not working) for them, and use it in your own selling.

And when it comes to selling… listen more.

Introverts are natural listeners who aren’t just waiting for their turn to talk.

This superpower allows them to:

Get a deeper understanding of customer pain points.
Pick up on subtle cues.
Build deeper, more meaningful relationships.

Which all comes back to the key idea of How to Win Friends and Influence People. Be more interested, than interesting.

Which translates to: Do more listening than talking.

Do you consider yourself to be more of an introvert or extrovert?

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Sales Tip of The Day 💡

When you’re on a sales call, take detailed notes and include them in your email follow up.

Hi Bob,

Great speaking with you today. As discussed:

You’re dealing with XYZ problem.
You’ve tried a few solutions but none seem to solve the issue.
Budgets are tight right now, but you’ll be looking to implement a new solution by the end of the year.
Scheduling a meeting to review our tool at the end of next week.
You’re on vacation next week in Bermuda, (have fun!)

A detailed recap helps your prospect remember what was discussed, outlines the next steps, and lets you throw in a bit of personality. It’s a win-win.