Introverts and Extraverts

• Do not assume we are superficial because we think best by speaking.
• We need time to speak in order to think.
• If it isn’t spoken, it isn’t real.
• We cannot NOT talk. Talk is energizing.
• We use “small talk” to connect with people.
• We naturally communicate dramatically expressing our emotions.
• Give us action, noise and interruption!
• When you don’t approach us we assume you are not interested in us.
• We see interruptions as part of the energy of the conversation, a good thing!
• We “plunge into” conversations, sometimes appearing intrusive or unduly curious.
• We admire the listening and reflecting skills of the Introvert.

• Do not assume we are aloof because we do not approach you.
• We need time to think in order to speak.
• We don’t need to speak each thought.
• Too much talk drains us of our energy.
• “Small talk” can be difficult for us.
• We are not without emotion; we prefer to keep our emotions private.
• Give us time, space and privacy!
• We are most comfortable when you initiate the conversation.
• Don’t interrupt us. EVER! We feel discounted by your interruptions.
• We prefer to observe before we participate or reveal information.
• We admire the initiating and speaking skills of the Extravert.

Be aware that almost all sales materials and programs are written by Extraverts, as if all prospective clients are also Extraverts. Actually, Introverts make up 49% of the U.S. population.

Both Introverts and Extraverts can excel at sales and marketing.

Know your own preference and be prepared to “tone it down” for an Introverted Client or “turn it up” for an Extraverted Client.

With and Introverted Client, never interrupt. Wait for an opening to correct and inaccurate statement or to clarify an ambiguity. Introverts describe interruptions as one of the rudest behaviors possible. They also report “shutting down” when interrupted.

All enough silence between comments for the Introvert to respond. It may take 3-4 seconds.

Be aware of the Introvert’s distaste for redundancy. If you have said something once, they got it, even if you don’t remember that it is the third time you have said the same thing.

Interacting is tiring to most Introverts. Keep your sales call brief and your comments focused. When we talk too much to Introverts we may appear as a giant blood-sucking leech, sucking the life right out of them.

With an extraverted client, use non-verbal cues to show that you are with them and their thoughts. Head nodding, smiling, frowning, uttering non-words, such as Uhm, Hum, Humm, Uhmmm, can be helpful in letting them know that you are with them and their thoughts.

Allow time for the Extravert to “ramble”, to speak without really saying anything.

With the Extravert, gently “push” for closure. Most Extraverts want to decide quickly.

With the Introvert, outline the closure process and ask them when they will have an answer for you. If you force a response on the spot, it may be a negative response because you did not honor their need to think it over before deciding. They do not like to be pressured for a quick response.

If, on the other hand, the Introvert signals a buy, quit selling just because you like to talk. Introverts have told me that they have felt disrespected by the sales person continuing to talk after they have signaled their intent to buy.

Be aware of nonverbal cues form all prospects that may signal a disconnect, such as:

• Changing facial expressions
• Movement away from you or the product
• Appearance of detachment
• Irritation in the prospect’s voice

Be who you are; just convey respect for who your prospect may be.