Ambivert vs. Omnivert

Pink talked about the “ambivert” in his book, To Sell Is Human, and how it describes a person who exhibits traits and sits right in between being an extrovert and an introvert. He explains a study that shows an outcome of ambiverts outselling both introverts and extroverts by a lot. They have a tendency to know when to shut up and when to engage in conversation with a client and ask questions. He states that ambiverts are the best movers because they are the best attuners.

During spring break, I came across an article that was talking about omniverts. What are omniverts you may ask? According to Cleveland Clinic, omniverts are people who shift between extreme introversion and extreme extroversion depending on the situation or based on their mood or energy level. The big difference between the two is that ambiverts sit in the middle most of the time, where omniverts go up and down the scale more frequently.

What I’m wondering, is that according to Pink’s ideas and thoughts, which one would he think would perform better in sales?

Looking at some scenario examples, to further define the difference between the two: 1) at social events – the ambivert is talking to everyone and leaving when feeling satisfied. The omnivert is the center of the attention and leading the conga line. But the next party they skip. 2) When dealing with conflict – Ambiverts usually engage with a balanced communication style. They listen thoughtfully and readily speak up to contribute their thoughts. For omniverts, it could depend on their current state. They could either take charge and dominate the discussion or withdraw entirely.

Omniverts may have “extreme” emotions, but couldn’t that enhance the sales engagement? Who’s to say they can’t outsell ambiverts?

Personally, I think ambiverts would continue to run the show, but you never know until you test it.