5 ms·

I can't take this article seriously. I've never met a (good/great) salesman who was introverted. They are always super comfortable meeting new people and shooti

I can't take this article seriously. I've never met a (good/great) salesman who was introverted. They are always super comfortable meeting new people and shooting the shit. Saying an introvert is better just because they research and listen doesn't exactly prove a point. All of the aforementioned great, and extroverted, salesmen I mentioned prior researched and listened - that's why they are great.

nickpsecurity 10y ago
I've been in people-facing jobs for a long time. I've gotten to see hundreds to thousands of people doing this stuff. All the good ones at sales were extroverts save a few. Those few introverts had above-average understanding of people and unusual styles for presenting themselves. They had adapted to a role they weren't really suited for by nature. The article is BS. Author clearly hasn't spent much time with sales people.
themodelplumber 10y ago
> I've never met a (good/great) salesman who was introverted I'm an introverted salesman. Meeting new people is no big deal. Shooting the shit isn't exactly rocket science. However, if someone _mainly_ wants to shoot the shit, there's a good chance it's an annoying sell compared to other prospects--they're just looking for a deal, or checking a checkbox, and I'm offering deeper value than that. I can get way more mileage out of a shit shooter who has an introverted admin assistant who told them to shoot the shit with _me_ in particular. That's what I'm always sniffing out, some depth to match what I'm selling. But this is a lifestyle business for me, no quotas, etc. Has to be fun and interesting.
- philipov 10y ago
  Were they to think about it, do you think people mistake you for an extrovert when you're working?
  - themodelplumber 10y ago
    Well, there's no difference. When I'm working with people, I'm intentionally extroverting myself. We all do that thousands of times a day; the original concept of extr(a)version is rooted around the idea of object over subject, as opposed to just people time vs. quiet time. Since I'm focusing so much on the object, be it a person in question, an issue in question, whatever, I am by definition a (temporary) extrovert. Now, do people think I'm an extrovert _all the time_? Some probably do, I don't know. I carry a basic certification in psychometrics, and really enjoy this topic. When I'm working with someone who's really introverted and they "ignore the we," I consider changing my approach a bit, but first, I decide whether it's worth my time. Some introverts have developed a healthy approach to the object, so the fact that I'm selling something is just another information portal in their mind. They know it's healthy to be open to brand new ideas, to some reasonable point where they have understood the factual properties of those ideas. Others are so subjective that all they can think about is how what I'm selling reminds them of their uncle and his failed business, and the fact that he was a dangerous driver, or something. As a fellow introvert, that's sad to me because such a characteristic feeds directly into the concept of personal development. Any strength so magnified, starts to become a liability if not balanced.
  - wccrawford 10y ago
    I am definitely an introvert, and I know for a fact that people are surprised by this. I am not currently in sales, but I worked what was basically a sales job (without the commission, etc) and I had repeat customers who would actually leave and come back later if I wasn't working that day. To me, this was because I was completely interested in their needs, and didn't care about the company's needs. I told them the best deals and gave them the straight info while being pleasant to talk to. In short, yes, I think introvert salespeople come off as extroverts to their customers.
enraged_camel 10y ago
You can't distinguish an introvert from an extrovert just at a glance. Introvert doesn't mean "quiet" or "lacks social skills" and extrovert doesn't mean "talkative" or "good with people". Introversion and extroversion are about whether the person recharges their batteries during quiet time or in social settings, respectively. But an introvert with full batteries can be just as good at sales as an extrovert.
- bobajeff 10y ago
  That's not really what they mean. Introvert means focused internally. As in you're oriented around what's happening in your head. Extrovert means focused externally. As in you're oriented around what's going on outside your head. We all have both sides of each personality and they can even be broken downtown into many subcategories probably to the point where everyone who ever existed has their own unique personality. I've also seen many people mistake one for the other. So I wouldn't put too much stock into what you believe yours is.
telchar 10y ago
I can provide an anecdote. At my last company the top salesperson was a frumpy middle aged person who requested an office in the back corner of the basement far away from other people. This person consistently outperformed the other more typically frat-boyish extroverted salespeople. I wouldn't have believed it either if I hadn't seen it.
NicoJuicy 10y ago
I'm an introvert, I have a system for things to do when I meet clients. It's easy and no big deal
basseq 10y ago
I have met several good, introverted sales-people (and like to think I was one for a couple years). But most good salespeople are extroverts. The exception that proves the rule. My definition of introvert is "drained by other people" (vs. extrovert as "energized by other people"). I'm not shy... I'm outgoing, friendly, good at shooting the shit. But I get home and I'm tired. Extroverts, by virtue of that energy-boost, are more likely to get into a enjoy sales... and do what it takes to be a good salesperson (research, etc.). So that means that the average introvert in sales is a "better" salesperson than the average extrovert, because the extrovert population is so much larger/deeper. There's no such think as a low-performing introvert in sales, because that introvert wouldn't be in sales in the first place.
- shuntress 10y ago
  To say that introverts are drained and extroverts are charged by interactions with people doesn't seem right to me. It feels like saying "Power lifters are energized by weight lifting; frail people are drained by weight lifting." Interacting with people (like lifting weights) is just work. People who are good at it make it look easy. People who are bad at it get tucker'd out.
  - gerbilly 10y ago
    I'll offer two theories: 1) Introverts may have a higher default level of arousal, so that social situations overstimulate them and make them tired. In this case extroverts would be the opposite, i.e. their default arousal is lower, so they seek social situations to raise their arousal level. 2) Introverts process social situations more deeply, and therefore expend more energy in the same social situation than an extrovert would.
- noobiemcfoob 10y ago
  > But most good salespeople are extroverts. That's mostly implied simply from "most salespeople are extroverts". And that comes from a culture that assumes pushy selling culture actually works. Confirmation and survivor bias.
mwfunk 10y ago
Being comfortable meeting new people is unrelated to introversion or extroversion. It's a popular misconception that those terms have anything to do with being outgoing or socializing. Introversion might make someone statistically more likely to be antisocial but that's where the connection ends.

nickpsecurity 10y ago

I've been in people-facing jobs for a long time. I've gotten to see hundreds to thousands of people doing this stuff. All the good ones at sales were extroverts save a few. Those few introverts had above-average understanding of people and unusual styles for presenting themselves. They had adapted to a role they weren't really suited for by nature. The article is BS. Author clearly hasn't spent much time with sales people.

themodelplumber 10y ago

> I've never met a (good/great) salesman who was introverted I'm an introverted salesman. Meeting new people is no big deal. Shooting the shit isn't exactly rocket science. However, if someone _mainly_ wants to shoot the shit, there's a good chance it's an annoying sell compared to other prospects--they're just looking for a deal, or checking a checkbox, and I'm offering deeper value than that. I can get way more mileage out of a shit shooter who has an introverted admin assistant who told them to shoot the shit with _me_ in particular. That's what I'm always sniffing out, some depth to match what I'm selling. But this is a lifestyle business for me, no quotas, etc. Has to be fun and interesting.

philipov 10y ago
Were they to think about it, do you think people mistake you for an extrovert when you're working?
- themodelplumber 10y ago
  Well, there's no difference. When I'm working with people, I'm intentionally extroverting myself. We all do that thousands of times a day; the original concept of extr(a)version is rooted around the idea of object over subject, as opposed to just people time vs. quiet time. Since I'm focusing so much on the object, be it a person in question, an issue in question, whatever, I am by definition a (temporary) extrovert. Now, do people think I'm an extrovert _all the time_? Some probably do, I don't know. I carry a basic certification in psychometrics, and really enjoy this topic. When I'm working with someone who's really introverted and they "ignore the we," I consider changing my approach a bit, but first, I decide whether it's worth my time. Some introverts have developed a healthy approach to the object, so the fact that I'm selling something is just another information portal in their mind. They know it's healthy to be open to brand new ideas, to some reasonable point where they have understood the factual properties of those ideas. Others are so subjective that all they can think about is how what I'm selling reminds them of their uncle and his failed business, and the fact that he was a dangerous driver, or something. As a fellow introvert, that's sad to me because such a characteristic feeds directly into the concept of personal development. Any strength so magnified, starts to become a liability if not balanced.
- wccrawford 10y ago
  I am definitely an introvert, and I know for a fact that people are surprised by this. I am not currently in sales, but I worked what was basically a sales job (without the commission, etc) and I had repeat customers who would actually leave and come back later if I wasn't working that day. To me, this was because I was completely interested in their needs, and didn't care about the company's needs. I told them the best deals and gave them the straight info while being pleasant to talk to. In short, yes, I think introvert salespeople come off as extroverts to their customers.

enraged_camel 10y ago

You can't distinguish an introvert from an extrovert just at a glance. Introvert doesn't mean "quiet" or "lacks social skills" and extrovert doesn't mean "talkative" or "good with people". Introversion and extroversion are about whether the person recharges their batteries during quiet time or in social settings, respectively. But an introvert with full batteries can be just as good at sales as an extrovert.

bobajeff 10y ago
That's not really what they mean. Introvert means focused internally. As in you're oriented around what's happening in your head. Extrovert means focused externally. As in you're oriented around what's going on outside your head. We all have both sides of each personality and they can even be broken downtown into many subcategories probably to the point where everyone who ever existed has their own unique personality. I've also seen many people mistake one for the other. So I wouldn't put too much stock into what you believe yours is.

telchar 10y ago

I can provide an anecdote. At my last company the top salesperson was a frumpy middle aged person who requested an office in the back corner of the basement far away from other people. This person consistently outperformed the other more typically frat-boyish extroverted salespeople. I wouldn't have believed it either if I hadn't seen it.

NicoJuicy 10y ago

I'm an introvert, I have a system for things to do when I meet clients. It's easy and no big deal

basseq 10y ago

I have met several good, introverted sales-people (and like to think I was one for a couple years). But most good salespeople are extroverts. The exception that proves the rule. My definition of introvert is "drained by other people" (vs. extrovert as "energized by other people"). I'm not shy... I'm outgoing, friendly, good at shooting the shit. But I get home and I'm tired. Extroverts, by virtue of that energy-boost, are more likely to get into a enjoy sales... and do what it takes to be a good salesperson (research, etc.). So that means that the average introvert in sales is a "better" salesperson than the average extrovert, because the extrovert population is so much larger/deeper. There's no such think as a low-performing introvert in sales, because that introvert wouldn't be in sales in the first place.

shuntress 10y ago
To say that introverts are drained and extroverts are charged by interactions with people doesn't seem right to me. It feels like saying "Power lifters are energized by weight lifting; frail people are drained by weight lifting." Interacting with people (like lifting weights) is just work. People who are good at it make it look easy. People who are bad at it get tucker'd out.
- gerbilly 10y ago
  I'll offer two theories: 1) Introverts may have a higher default level of arousal, so that social situations overstimulate them and make them tired. In this case extroverts would be the opposite, i.e. their default arousal is lower, so they seek social situations to raise their arousal level. 2) Introverts process social situations more deeply, and therefore expend more energy in the same social situation than an extrovert would.
noobiemcfoob 10y ago
> But most good salespeople are extroverts. That's mostly implied simply from "most salespeople are extroverts". And that comes from a culture that assumes pushy selling culture actually works. Confirmation and survivor bias.

mwfunk 10y ago

Being comfortable meeting new people is unrelated to introversion or extroversion. It's a popular misconception that those terms have anything to do with being outgoing or socializing. Introversion might make someone statistically more likely to be antisocial but that's where the connection ends.