Strength of Being an Ambivert in Sales

Daniel Pink says that the best salespeople are not extroverts nor introverts, but instead, ambiverts. An ambivert is someone who shows qualities of both extraverts and introverts. In other words, they lie somewhere in the middle of extroversion and introversion. Traditionally, many people believed that the best salespeople were extraverts. This was easy to believe because extraverts are known to be people who are very outgoing, talkative, and lively. Introverts, on the other hand, are typically known to be people who are more quiet and less outgoing. Ambiverts lie somewhere in the middle.

Ambiverts exhibit qualities of both extraverts and introverts. They are talkative, friendly people, but they can also be quiet and listen well to others. Selling requires finding a balance between listening to your customers’ needs and wants and talking about what you can offer them. Pink says, “Ambiverts can find that balance. They know when to speak up and when to shut up” (Pink 82).

Adam Grant, a management Professor at Wharton School of Business, found that extraversion did not have much of a connection with success in sales. He found that when comparing revenue of salespeople who were introverts, extraverts, and ambiverts, ambiverts made the highest revenue on average. Being extraverted, while it has traditionally been seen as a success in the sales world, can actually hinder sales rather than help them. If salespeople are overly talkative, pushy, and excited, this can turn people away. Similarly, if introverts are too quiet, shy, and timid, people may also be turned away from a sale.

Both traditional sales and non-traditional sales require lots of listening from the seller. Understanding the needs of the customer is vital, and hearing their problems can help you figure out those needs. Ambiverts tend to be great listeners, as well as great speakers, and therefore, have been found to make the best salespeople of all three categories.