Extroverted people may seem to have an advantage in sales. They naturally tend to be more outgoing, energized by being around others and comfortable chatting with new people. Introverts also have many qualities that can make them successful salespeople. For example, they’re often great listeners and deep thinkers. 

If you consider yourself an introvert and want some quick success tips, read on. We’re sharing insight from Leslie Ye, the editor of the HubSpot Sales Blog, in this issue of PromoPro Daily.

Lean into your strengths. Maybe you’re especially empathetic or creative. Or perhaps you’re highly skilled at listening attentively and engaging with other people. Your ability to sell depends on how well you connect with others, Ye says, so leverage your soft skills.

Focus on one-on-one relationship-building. Introverts might not necessarily love networking with masses of people or presenting to packed conference rooms. If that’s the case with you, strive for more personal interactions that allow you to meet with people as individuals rather than in groups. 

Don’t overly rely on cold calling. Introverts might have more success prospecting in other ways, like through email or social media. Ye says these are both great ways to engage with prospects in a way that feels comfortable and can ultimately help you land the sale.

Conduct ample research. This is important because it helps you build confidence before jumping on a call or giving a presentation. Ye recommends starting with your CRM. Look for what articles the prospect read on your website or what emails from your company the prospect opened. Equipping yourself with as much information as possible can make future interactions easier, Ye says.

Remember to practice. The more you engage with prospects, the easier it becomes. If you’re an introvert, you might not always want to reach out to prospects. However, practice can help you get better at your job. Ye suggests role playing sales conversations or presentations with a colleague.

Consider the other person’s perspective. Introverts may sometimes forget to sell based on more than just the logically correct choice, Ye says. She recommends appealing on an emotional level as you navigate your sales conversations.

Allow yourself to recharge. While extroverts feel energized interacting with others, introverts often need some down time. After a meeting or presentation, try to block out time for quiet work. This gives you a break from conversations and a chance to regroup.

Both introverts and extroverts contribute to a sales team’s success. Even if you’re an ambivert – one who falls in the middle of the extroversion and introversion scale – you can use the tips above to excel in your sales role.

Compiled by Audrey Sellers 

Source: Leslie Ye is the editor of the HubSpot Sales Blog.