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
Everyone expects a salesperson to fit the high energy, fast talking, in-your-face stereotype. Many qualified people shy away from sales as a career because they are not perceived as a “people person.” But, being more comfortable listening than speaking can be as much of a benefit as the gift of gab. Selling for introverts requires understanding and emphasizing your strong points. It also means stepping out of your comfort zone in some areas. If just the idea of initiating a conversation makes you feel queasy and start to sweat, these tips are for you:
Listening skills are so important that the top companies give training classes on the art of listening. Introverts are great listeners. A great way to show you care about someone is to let them speak uninterrupted. You have to relax and focus on the speaker. People love to talk about themselves and allowing them to do so arms you with a lot of information about their needs and prepares you for their objections once you get into your pitch. You cannot allow yourself to be distracted by how uncomfortable you may be or preoccupied by what they may be thinking of you. Good listening means it is all about them; it is about understanding their words and feelings.
A successful career in sales is built on referrals and repeat business. Selling for introverts begins with trust. It may take more time to get to know a person who is an introvert, but they are typically viewed as more trustworthy than their fast talking counterparts. When you put the other person’s interest above your own, they know you are trustworthy.
Create a system to follow up and stay in touch with people. Begin by putting family and friends in your task management system. If you do not speak to or contact a person for months, you are off their radar. Get into the habit of contacting everyone on your contact list at least once per month by a phone call or email.
People do not like to be talked into something. They want you to solve their problems or fill a need. Give them some information of value upfront to demonstrate your knowledge. Even if you are brand new in your field, you have more understanding and expertise in your field than they do. While extroverts become bored easily researching and reading, an analytical nature and book smarts are beneficial to selling for introverts. Spend your cherished alone time becoming an expert in your field and you can worry less about reaching out to others, they will be drawn to you. When you are able to provide some insight or valuable information upfront to a potential client, they are immediately drawn in and interested in maintaining a relationship with you.
Change your mindset about sales. The world of sales does not belong to the loud snake oil salesmen; it belongs to the highly influential person who is comfortable and appreciates their own natural strengths. You do not have to shout to convince someone you are honest and care about them. It is obvious in your behavior. When you are knowledgeable in your profession, your social limitations and idiosyncrasies are less of a distraction for you. And when you are honest and truly caring about your clients, your traits and mannerisms are endearing to them.
About the author