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Resource Center > Article
Are Extroverts or Introverts Better Salespeople and Why?
6 Sep 16 Posted by: Kevin James Culp
in Featured Articles
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Better Salespeople - “One thing I do know is you have to be able to sell if you own almost any type of opportunity and if you can't you should hire someone who can. Problem is what type of person makes the best salesperson that you can count on and why?", says business opportunity expert Kevin James Culp.


Better Salespeople - As a small business owner wears many hats. But the abilities that make you a terrific inventor or able to produce a product and get it to market aren’t necessarily the ones that help you get the sale. Are you introverted and uncomfortable with small talk? Or are you an extrovert, the first one to suggest a get together, the person that makes a networking event really go?

Here is a look at the difference between introverts, extroverts and ambiverts, an overview of studies that tried to determine who makes better salespeople, and why.

Extroverts, Introverts and Ambiverts - Better Salespeople

It’s common to think introverts are shy and extroverts are outgoing. But the real difference between the two is how they tap into their energy source.

  • Introverts recharge their batteries in quiet and by themselves. This gives them the time they need to decompress, think, process and relax.

  • Extroverts recharge among people. This helps them unwind and fill up their energy pool again.
Ambiverts are a mix of the two and many people fall into this category. The term isn’t well known, but it describes over 65% of the population, according to a professor at the Laboratories of Human Psychophysiology at the University of Maryland.

Ambiverts are at the middle of the spectrum, taking up the biggest chunk. The smaller remaining areas, at both ends of the spectrum, are divided pretty evenly between true introverts and true extroverts.

Studies Are on the Side of Ambiverts and Introverts - Better Salespeople

Social scientists did an analysis of 35 studies that looked at almost 4,000 salespeople. The link between extroversion and successful sales performance was zero. Further analysis showed that ambiverts do the best.

Introverts, and ambiverts who make the most of that side of the personality, are natural listeners and skilled at building relationships. When prospective clients describe the problem they are trying to solve, the introvert listens, asks solid questions and gets the big picture.

Extroverts Connect Effortlessly - Better Salespeople

Though it doesn’t seem to be reflected in the studies mentioned, you can’t get away from the simple fact that extroverts find it easy at connecting with people. There is no sense of angst at an approaching sales convention or important appointment with a client. For them, it is a chance to recharge their batteries, an opportunity to be invigorated by social interaction.

Extroverts tend to be very animated and demonstrative. They tend to speak just a bit more loudly and use their hands to gesture. This makes them attractive to others in social situations and easier to approach. It inspires confidence. Extroverts excel at small talk, which puts people at ease.

It’s in the Numbers - Better Salespeople

Here’s a look at another study, which gets down to the nitty-gritty of actual sales generated. Wharton School of Business did a three-month study to determine which group made the best salespeople.

  • Introverts make about $127 hourly revenue.

  • Extroverts made about $115 hourly revenue.

  • Ambiverts made about $155 an hour, and the most successful averaged $208 an hour.
How Should You Handle Sales? - Better Salespeople

Where do you fall in the introvert-ambivert-extrovert continuum? Take an online test if you aren’t sure. Most extroverts and introverts have no doubt about where they fall. But ambiverts are often confused. A test can help.

As Kevin James Culp points out, one way or another you need to sell if you have a business opportunity and want to make it profitable. That’s a fact. The question is how to handle sales.

If you think you might be able to handle your own sales, find out for sure if you are an extrovert, introvert and ambivert. Read about the strengths of your type and cultivate them. Consider taking a class on how to improve sales performance.

And if you cringe at the whole idea of sales, hire someone. Read about the different personality types and try to choose an ambivert, since studies show they are the most effective.

Better Salespeople

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