In my sales class, we recently talked about personality types and how they affect performance in selling situations. Before this discussion, I assumed that the best salespeople were naturally extroverted. It seemed obvious that someone who is outgoing and confident would have an advantage. However, I am starting to see why ambiverts can often perform better.
Extroverts are usually comfortable initiating conversations and responding quickly. That can help them get the sales process started. The downside is that they may talk too much and not listen enough. Introverts, on the other hand, are often better at inspecting and thinking deeply about what someone is saying. They tend to listen well but may hesitate to initiate or continue a conversation. Ambiverts on the other hand balance both sides. They can step up and lead a conversation when needed, but they also know when to slow down and listen. Sales requires both responding and listening. You need confidence to guide a conversation, but you also need awareness to understand what the buyer truly values.
I have realized that being able to adjust depending on who I am speaking with makes conversations feel more natural. Sales is not about dominating the interaction or staying silent. It is about knowing when to speak and when to listen. That balance is what gives ambiverts an advantage.
freynt25 
johncourak23 
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