Extrovert vs. Introvert

Which is Better Suited for Sales Success?

Interestingly enough, when the question is asked, “Who do you think makes the best salesperson, the introvert or the extrovert?” most often the response is, “Why of course, the extrovert.” However, this age old belief may not necessarily be true.

The extrovert has long been typically viewed as the personality type best suited for sales. They are often described as “the life of the party”, the one most likely to strike up a conversation. On the other hand, the introvert is most often seen as the “quiet, more contemplative” one.

Throughout my career, I have seen both of these personality types successfully develop into outstanding sales professionals. So, which personality type is actually better suited for sales success? The answer is neither.

The stereotypical strength of the extrovert, the ability to strike up a conversation with just about anybody, about anything, can easily work against them when it is time for the customer to make an important decision. They will likely have a fairly easy time “networking” potential customers, but they may have a more difficult time “closing” them. They may have to work harder to present themselves as a knowledgeable expert and slow down a little bit to compensate for the widely unfair “fast-talking salesperson image” that they are often tagged with.

The stereotypical strength of the introvert, their perceived intelligence and credibility, certainly works in their favor when presenting the facts and figures, but can cause challenges in other areas. They may appear too quiet or come across as “aloof” in their interactions, which may make “relationship building” with the customer more difficult and compromise sales in that respect. Remember, people buy from people they like. The introvert may need to work on their “likeability factor” in order to be most effective.

Whether you consider yourself an extrovert or an introvert, it will have little affect on your probability of success as a sales professional, as long as you realize that your greatest strength may also be your greatest weakness. If you are conscious of “who you are”, then you can work on developing some of the traits of your counterpart personality type to achieve balance and maximize your success potential.