Sales Training Today Is For Extroverts -- How To Change That?

Most sales training is geared towards extroverts, chiefly for the fact that few introverts entertain sales as a viable means of generating an income, but when the introvert joins the ranks, they can bring a lot to the table that extroverts cannot. It's important to identify the positive traits that introverts can bring to the table, and how to mine them. Here are some ways that you can tailor your sales training to include the introvert.

Identify Your Introverts

Personality tests are fast becoming popular among recruiters who play a high emphasis on communicability with other associates, and the traits with which individuals present that may fortify their sales team. These tests generally give an accurate depiction of whether or not the individual is introverted or extroverted, among other things. Incorporate personality tests (like this one) into the application process to begin identifying your introverts. File each application under 'introvert,' 'extrovert' or 'introvert/extrovert."

Study Your Introverts

Once you've identified your introverts, observe them. Observe their interactions with customers and with other associates, as well as their performance when they are working alone. Many introverts struggle with peer interaction. By now, you have grown accustomed to the social roles that each member of your sales team has assumed. Ensure that introvert vs extrovert interaction does not disrupt their responses to one another.

Additionally, most introvert vs extrovert behavioral models suggest that introverts respond well to structure, such as specific instruction, as long as they can empathize with the person delivering the message. Keep a close eye on your introvert's body language. Do they drop their head or shoulders when communicating with you or others? Do they look down or appear confused when assigned simple tasks? These observations will come in handy later on.

Hone Your Communication With Your Introverts

Social interaction is a facet of human psychology to which many business owners fail to assign sufficient importance. We are creatures of comfort. We learn best in our comfort zone, of which our interaction with our peers--or lack thereof--is an integral part. As your introvert is quiet and seeks to please, he will be more receptive if he views you as an authority figure and not as friend.

Speak clearly and with authority, but not anger. When describing a task, use specifics. When walking your introvert through a task, compartmentalize the various aspects of the tasks into blocks that he can process quickly--this involves trial and error--, and include examples of how not to complete a task. Smile and laugh enough to foster trust and to encourage your introvert to voice any concerns that he may have, but have your introvert mirror your instructions to ensure that your expectations are clear.

Assertiveness Training Classes

Assertiveness is something with which many introverts struggle, but the art of communicating clearly and with authority can be mastered by anyone. As aforementioned, introverts tend to respond favorably to structure. Offer assertiveness training classes to both your introverts and your extroverts. These classes are geared toward encouraging socially appropriate levels of assertion on both sides of the fence. Extroverts learn to temper their assertions while interacting with others. Introverts learn to identify situations in which being assertive would play to their advantage, to mine their assertive side for effective communication with others, and to use it appropriately as the need arises.
Alen Mayer
Alen Mayer> website | all articles
Alen Mayer helps sales leaders enlarge their sales circles and tap into their team members' individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients.

Whether you need to sharpen cold-calling techniques or sales strategies, Alen will improve your business. Please visit his website at or call 647-427-1588 for more information about his powerful sales training seminars, in-house workshops, and speaking engagements.

Salespeople aren't born. They're made. I make them.

I live, eat and breath sales and combine over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP; by attending my training you're sure to enjoy your time receiving the most advanced sales knowledge available!

I am a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; one of the Top 25 Sales Influencers for 2012, published author of 4 sales titles, Certified NLP Trainer, Licensed Business Success Coach, and Certified Sales Professional.


Connect with your clients instantly and build deep rapport
Speak the language of your client's mind
Detect the patterns your customers use to make decisions
Discover your prospect's buying strategy in minutes
Persuade on both conscious and unconscious levels
Identify the difference between an excuse and real objection
Turn objections into approval
Get your prospects to close themselves.

How to sell to introverts/How to sell as an introvert
The secrets of connecting with your clients instantly and establishing rapport
How to use EEE™ Representational System to speak the language of your client's mind
How to detect the six patterns your customers use to make decisions
How to uncover more needs, wants and desires by properly using Pull, Don't Push™ principle
How to use embedded commands in your presentation to influence your clients
I have inspired audiences across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, I achieve your objectives.

Need a speaker for your group on advanced selling skills? Call me at (647) 427-1588.