The introvert’s guide to surviving a sales job

6 minutes read

Way back in the 1970’s or before, in the time when “policemen wore shorts” as Singaporeans say, introverts were considered doomed in sales jobs. In the 21st century however, a lot has changed – from the shift to digital marketing, to the expectations of customers. In fact, some companies now even believe introverts may be better at sales than extroverts, especially for more technical products. So if you’re an introvert, here’s how to put your unique tendencies to good use:

Important disclaimer: introversion does not refer to poor social skills or shyness
Shyness or social awkwardness is different from introversion (as even extroverts can be shy or awkward).

Introversion just means you lose energy, or get fatigued, from social interaction. It does not mean you are repelled by it. If your problem is actual shyness – such as anxiety in speaking to strangers – do seek guidance from other sources, such as work mentors,
friends, and family. The following advice may not apply to those who suffer from conditions such as social anxiety, which must be addressed by other means.

1. Have a practiced process, rather than treat every appointment as a new
challenge

As an introvert, your energy levels diminish quicker with social interaction. As such, you want to conserve your energy, and not squander it on every little detail like what watch you’re wearing, how you should say hello, etc.

A simple way to do this is to rehearse your pitch and presentation, so you’re not forced to come up with something new at every single appointment. An example of a linear, rehearsed process would be:

● Standardised greeting

● A short introduction of yourself, which you have repeated many times (so you

don’t have to think of the words on the spot, every single time)

● Using the same charts, graphs, and materials, in a reasonable order

● Prepared responses to common objections (most prospective buyers will have

the same objections, such as price, quantity, etc. You shouldn’t have to think of a

new answer to the same old questions, every time).

This isn’t to say you act like a robot, and repeat your sales presentation without thinking. It just means you have a general template to follow, so you don’t feel “stressed” and having to “find your way” around each meeting.

By conserving your energy this way, you can make consecutive appointments without feeling too exhausted.

2. Get warmed up before business interactions

It can be as simple as asking a stranger for the time (if you have no other source of conversation), or even getting into a quick chat with the pantry lady / coffee shop operator.

This is to put you in the mood for talking, before your appointment. This avoids the huge amount of energy – and sometimes discomfort – in a “cold start” to meetings. You can think of it as analogous to entering a swimming pool: you want to dip a toe or foot first, so it doesn’t feel too cold, before you plunge in.

On a related note, some introverts may feel better packing their appointments back-to-back, rather than taking long breaks in between. This is because, when you take a break after a social interaction, exhaustion may set in – and you may find it hard

to get started up again.

As such, you might want to consider finishing up your appointments close to each other, rather than spreading them out (but this preference varies between individuals).

3. Learn to use indirect communications

Indirect communications can also refer to methods like blogging, LinkedIn articles, or Instagram posts.

This is where introverts can bring their unique strengths to bear: most introverts have a knack for detailed research, and can bear with having to work alone for hours (important for certain forms of content creation, like making infographics or videos).

Introverts should treat this as their counterpart to cold-calling. You may not be able to handle making plenty of calls to strangers; but you might do an excellent job creating a written comparison of, say, different product alternatives in the market.

You may have to learn some new skills to pull this off; but again, that’s where being an introvert pays off. Unlike your more extroverted counterparts, you won’t be frustrated by having to pore through search engine results, respond to emails and comments, create

responders, etc.

Many companies now provide skills training for salespeople to take their presence online. Exodus Capital, for instance, provides mentorships that include digital outreach.

4. Your strength is listening, so make use of it

Introverts are generally better at “getting it” when others talk. This doesn’t just mean hearing their words – it also means reading the tone, implications, and subtext.

To make full use of this, practice active listening. Feel free to go off script if you have to (but this doesn’t mean you don’t need a script, see point 1). Engage prospects in what they’re passionate about, and clarify your impression of what they’re saying.

One of the gifts of introverts is they’re sometimes able to do this, even without body language – such as when texting on a phone, or answering an email. If you happen to have this knack, don’t dismiss it as a trivial quirk: double down by learning how to write

well, and how to use email and texts as sales tools.

5. Reward yourself after intense interactions

Mark down particularly demanding appointments on your calendar, such as with prospects who intimidate you, or with particularly long engagements. You should reward yourself right after such events, however they fared. Have a meal at your favourite

restaurants, get a massage, or even take the next day off.

This is to associate something positive with the expense of energy, rather than a sense of dread. Over time, you will find yourself looking forward to the aftermath of the appointment, rather than feeling oppressed by it.

6. Be honest, and don’t feel bad because of how you’re wired

If you’re exhausted and need to end the appointment, or have to postpone it, be honest and say so. A common mistake among introverts is to feel like they’re doing something wrong, and come up with excuses.

Remember though: getting caught in a lie creates a way worse impression, than just being honest and saying you cannot make the meeting. It’s also considerate, as you won’t end up wasting another person’s time when you can’t give your best.

When you need to do this, quash or ignore thoughts about your “flaw” or “condition”. There’s nothing wrong with being introverted; that’s a self-limiting belief, with no practical benefit.

At Exodus Capital, we believe in close mentorship and varied approaches, to help people of all natures succeed. Whether you’re an introvert or extrovert, we can help you find better work-life balance, financial success, and methods that work for you. Don’t

hesitate to drop us a note for more details!

Disclaimer:
The content, views and thoughts expressed in the post belongs solely to us and not of Manulife Financial Advisers Pte Ltd or any group of organisations. It may not be applicable to everyone or all contexts. None of the information stated here constitutes an offer to buy or sell product, financial instrument. Any expression or opinion is personal to the author and the author makes no guarantee regarding the completeness and accuracy of any information supplied.