Extrovert or Introvert “There are probably a thousand different opinions regarding the professional salesperson. The man on the street thinks he is a happy-go-lucky, storytelling, backslapping, extroverted, hail-fellow-well-met type of individual. The truth is that the professional salesperson is far more likely to be introverted than he is extroverted. Not painfully so, but by nature he is quieter and more serious. But let’s look at the extrovert versus the introvert. The extrovert is a person who is more likely to make a good first impression. He is easy to like and establishes rapport fairly well. In too many instances, however, he depends on the force of his personality to get the sale. On a one-call, one-shot time where he’s passing through town, that’s fine. If he’s going to build a career that’s a different matter. If he’s selling on a continuing basis to the same buyer, that, too, is a different matter. The introvert is more likely to be THOROUGH in his studies, PRECISE in his presentation, and KNOWLEDGEABLE about the goods, products, or services his company has to offer. He is better organized. He knows where he’s going to be at a given time. He’s far more likely to plan his schedule and then work that schedule. He is in most cases a better listener and is a better student at uncovering the prospect’s needs. Of course, the ideal professional salesperson is an extrovert who is so serious about his profession he works to develop some of the introvert’s characteristics so he can more effectively serve his customers. Or he is an introvert who is so committed to his profession he develops some of the extrovert’s characteristics so he can more effectively serve his customers.” Zig Ziglar, “Secrets of Closing the Sale,” 1984
Posted on: Tue, 25 Mar 2014 15:19:51 +0000
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