Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Two

Truths for Introverts Who Sell: What We Don't Need To Learn The Extroverted Hard Way – Part Two

Communications consists of both speaking and listening. There are studies on the customer side of two-way communications that point out qualities that introverts naturally have what buyers are craving. The key finding is a focus on listening to understand!

I don’t usually give personal information readily.

Fact is, introverts listen more than talk. Now guess what extroverts who seem to have the corner on the rules in business, do more of? They talk! So, isn’t this terrific? And, it’s quite a coupe in the way that all is balanced in nature.

Whether you give a sales presentation, hold a staff meeting or attend a business-networking event, most people are more interested in what they have to say, not what someone else has to say. And introverts are right there ready to listen!

Why might introverts be less talkative and more taking in conversation? In The Introvert Advantage. Marti Olsen Laney discusses research that reveals introverts and extroverts are hard-wired differently. “…the introverted brain has a higher level of internal activity and thinking than the extroverted brain.”

Introverts build idea sandboxes in their heads so that when they do speak in conversation, the information tends to be more thought out, on purpose and focused.

Take this sandbox metaphor further. An introvert’s sand sculpture is highly likely more detailed, takes longer to build and may surprise people. The extrovert’s sand sculpture may sometimes appear as if – it was built with a stop watch timer.

By the time introverts are ready to offer personal information, it is likely the time when there is a heightened rapport in a relationship. That means what is said will more likely be listened to and remembered.

Being focused on others; isn’t that a sales basic?