Best to be in the middle

One of the most interesting parts of this week’s classes was learning that being an extrovert doesn’t automatically make someone the best at selling. Surprisingly, neither do introverts. Instead, it turns out that ambiverts—the people who fall somewhere in the middle—tend to be the most effective salespeople. This stood out to me because my first instinct would have been to say that extroverts are the best at sales. After all, they’re usually outgoing, social, and comfortable starting conversations. However, I learned that being too extroverted can actually hurt sales performance. For example, highly extroverted people might focus too much on talking and not enough on listening. They may be so eager to share their pitch or move the conversation forward that they miss important cues from the customer. On the other hand, ambiverts strike a balance between talking and listening. They know when to engage and when to pause, making the customer feel heard and understood. Ambiverts can adjust their approach depending on the situation, which makes them better at building trust and connecting with different types of customers. They are comfortable leading conversations when needed but also know when to step back and give the customer space to express their needs or concerns. Introverts, while often more reserved, bring strengths to sales as well. Their natural ability to listen carefully and ask thoughtful questions can help them uncover what the customer truly wants. However, if they are too passive, they might miss opportunities to close the sale. That’s why ambiverts, who combine the best traits of both personality types, are so successful in sales roles. This discovery made me realize how important self-awareness and adaptability are in sales, no matter what personality type you have. It’s not just about being charismatic or outgoing; it’s about knowing how to connect with people in a way that feels natural and genuine. I found this lesson valuable because it challenges the common stereotype that sales success is all about personality. Instead, it’s about balance, active listening, and understanding people’s needs. Learning this made me reflect on my own communication style and how I can improve my ability to listen, engage, and adapt to different situations, which is important for both professional and personal success.