If you’ve read Susan Cain’s book, “Quiet: The Power of Introverts in a World that Can’t Stop Talking,” you’ve likely learned that our society equates extroverts with success. However, studies show this societal trend may be a misconception.
An ambivert, as Cain describes it, is someone who has both introvert and extrovert characteristics. And these individuals have been shown to be the best sales people. In a study by University of Pennsylvania’s Wharton School researcher Adam Grant found that ambiverts made 24 percent more in sales revenue than introverts and 32 percent more than extroverts.
So, how can you sell more like an ambivert?
Be enthusiastic, but not too enthusiastic.
Extroverts can be so passionate about their product or service that they don’t appear genuine, while introverts have the opposite problem. Find a balance of professionalism and enthusiasm when interacting with a prospect.
Listen and engage.
Listening is associated with introverts, but engaging with the individual you are listening to is the action of an extrovert. Strive for a balance of hearing your customer out and interaction to establish a stronger connection.
Provide guidance, but don’t bully.
Extroverts when trying to convince a customer to move forward can come off as pushy and overbearing, while introverts might offer no guidance, leaving the customer unsure of what they should do next. Offer your client guidance, but pay attention to their level of comfort and adjust your approach if they give hints you should take a step back.
–Thanks Kathleen with W.J. Bradley Mortgage for this great info!