Sales Tips for Introverts

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

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.

Relationship Building

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.

Expertise and Problem Solving

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.

Quiet Influence

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.
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.
  • /data/userPictures/4505CC15-712D-4C12-88D0-4F7F3480EECE.jpgErin Mayo12/21/2017 1:48:03 AM
    Thank you! this article really speaks to me and makes me realize that while i have bad habits to break (day 11 of the 45 day Challenge!) I can still be successful while remaining an introvert (luckily all my sales are over the phone!). This helped me make some mental connections on how to be a better listener by phone - so thank you!!!