Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Most introverts discover their own unique ways of coping with the demands of a sales career. A few introverts even excel at such careers. Here are a few tips to bear in mind as an introvert salesperson and a few reasons that make introverts great salespeople.
Did you know that a large number of famous actors, musicians, and artists are intensely introverted (whenever off stage and behind the camera)? Conventional wisdom regarding the narcissism of performing artists contradicts this idea. But in fact, greats like Ella Fitzgerald, Barbra Streisand, Cher, Michael Jackson, Meryl Streep, and many others have spoken passionately about their introversion. Introverts are atypically attracted to the arts because the stage gives them permission to perform in ways they would never in their personal lives. Fascinating, no?
The world famous pop star Beyonce, for example, has frequently mentioned the alter ego she crafted and invokes before each performance (Sasha Fierce). Just like a pop star, salespeople are selling more than product. They are selling an experience, whether that experience entails the features and benefits of a product, or a possible spike in the happiness quotient that a particular purchase will bring to a customer’s life.
Just like a performer, introverted salespeople can invent a sales persona, an alter ego with which they can inject their idea of the ultimate salesperson. You can give this persona use of your body and send the persona out onto the sales floor. This technique has been tested in studies and utilized brilliantly by painfully introverted customer service reps and introverted salespeople. This would be Lesson # 1 in Selling for Introverts. Create your ultimate sales alter ego, then become that person on the sales floor. Be patient and don’t criticize yourself. Just step into your character’s shoes and follow where they lead.
Having crafted your persona, don’t abandon all your introvert qualities. Many of them make you a perfect salesperson. As an introvert, you’re great observer, more attentive, perceptive, highly sensitive, and you always think things through. This means you spend more time listening to customers, truly understanding them, reflecting back what they’ve said, matching them to the right product, and offering lots of useful, well thought out advice. You’re more than a salesperson, you’re a ready-made best friend, the ultimate salesperson.
Selling for introverts may entail having to find just the right sales situation within which to maximize your inherent gifts. Not all sales has to be in a stuffy showroom, on a car sales lot, or the floor of a high volume clothing store. You might enjoy telephone sales, internet sales, or overseeing the online sales department of a medium size bookstore, or other such retail establishment. Perhaps you’d like to do B2B sales within a particular industry? The sales possibilities are endless and a great many are suitable to introverts. Whatever sales path you choose, you’re sure to be a rock star. Or at least your sales alter ego is.
About the author