Recently, there have emerged a large number of debates which tried to answer the question of who makes the better salespeople – the introverts or extroverts? An article published not a long time ago in the Psychological Science magazine offered probably the most convincing answer. It confirmed that both pure introverts and pure extroverts tend to achieve the same selling results. Neither of these two groups is exceptionally good at this work. The best salespeople are usually those who are able to switch from extrovert to introvert behaviour. Thanks to this ability, the customers always feel comfortable in the company of such a salesperson and are thus more likely to be influenced.
How does it work in practice?
Imagine that you are buying a car. You are a rather quiet person who likes to make rational decisions based on thorough examination of the facts. Immediately, you are approached by an extroverted salesperson who starts telling you how great this or that particular car is and how fast you will definitely fall in love with it... Or, you are welcomed by a relaxed person who shakes your hand, asks about your needs and listens carefully to what you are interested in. Which one of these salespeople is more likely to be successful with you? The successful salesperson is the one who is able to analyse the customer’s behaviour and determine in what way he should treat him. Good news is that the salespeople can gradually improve this skill.
The right way of acting for an ambivert salesperson
The ambiverts. This is how the contributor to the Forbes web portal David DiSalvo calls people who are able to switch between extrovert and introvert behaviour. How exactly does then a successful salesperson – an ambivert act?
- Start with observation. When an ambivert salesperson meets a client for the first time he carefully notices the style of his behaviour.
- Adapt to the client. If the partner behaves in a distinctly different way the ambivert salespeople attempt to adjust to him. If the client is a loud and quick-thinking person whereas the salesperson is a rather quiet type he tries to speak in a little bit louder voice and, generally, acts a little bit faster. On the other hand, if the customer is formal and reserved and the salesperson has an extrovert personality he attempts to hold a little bit back on his friendliness and openness.
- Do not confuse your character with the way you act at a given moment. Some people are afraid that if they start changing their behaviour they will not look natural. However, this approach to clients is not about changing values or saying something that is not true. It is the same as speaking in French when on holiday in France despite the fact that you are not French yourselves.
If you get accustomed to using this style of behaviour any time you meet new people you will learn to act flexibly and you will be successful no matter whether as a salesperson or as a manager.
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