Would you hire an introvert to sell your eighty million dollar airplanes? Aren’t introverts too shy and quiet to be in sales? Is it possible for introverts to succeed as entrepreneurs if they have to go out and sell their ideas?
I love these questions because they lead to myth-busting. As an introvert, entrepreneur and writer I get to create a character who shows that the exact traits that some see as a detriment to selling are what can make introverts rock stars in sales.
I’m currently writing book five in this seven book series which features Vivienne Ramsey, a quiet, hard-working, super-organized young woman who climbs to the top of the private jet sales industry by using her introvert traits. It wasn’t hard to image how it could happen. Her transition from a secretary to jet sales might surprise her and some others but I knew she could do it from the beginning. (It helps when you’re the writer ;-)).
The idea for the story came from my own business experiences. I’ve failed at a few sales jobs. I was hired to work commission sales in a boutique dress shop and was run over by all the more outgoing sales staff. I tried opening a home-party based business where I had to call on all my friends and family and their friends and family and so on, and so on. A year after starting my manager was still trying to explain to me how easy it is to approach women in the grocery store to discuss their make-up and set them up for a party. I thought there was something wrong with me because I felt so uncomfortable doing it. It took me a long time to figure out that it wasn’t that I couldn’t sell, it was that those particular types of sales were not where I could shine.
Cold calling isn’t an introverts best skill but there are a lot of business that require no cold calling and rely on strong, long-term relationships to make sales. This is where introverts shine. This is how my character, Vivienne, is selling the hell out of those jets (at 1% commission on eighty million–you do the math). Vivienne is quiet, not because she has nothing to say, but because she loves to study people. She learns a lot about her clients by keeping her mouth shut and letting them do the talking. She has no problem keeping the spotlight on them because introverts naturally don’t like to be the center of attention. Once she knows what they need she follows through on every detail, often giving them more information than they even asked for. Finally jet sales in particular lets her shine because she is a female in a very male-dominated field. Introverts are used to being the odd man out and Vivienne knows how to work this to her advantage. She brings all the traits that her male, extroverted competition doesn’t have.
As the story progresses Vivienne is learning more about herself and about the skills she’s naturally great at and those she will always struggle with. In the scene I wrote yesterday she is attending her first business lunch as a female entrepreneur. The pre-lunch social hour is a struggle, but once she is in a smaller group, during the meal, she listens and learns that all the women at her table struggle with some aspect of their business. No entrepreneur can be good at all parts of running a business and these women remind her that its smarter to hire someone to do the things you can’t.
Ironically (or maybe not because introverts are intuitive) I got a perfect infographic this week about introverts in sales from the lovely and charming Emily Parker. I’m sharing it with you because it’s a concise visual that explains exactly why Vivienne is a quiet honey who is makin the money.
Introvert entrepreneurs, share your sales stories. Have you found a way to make your introversion work for you? Reply in comments below and help others see all the ways being the quiet one can be a benefit.
And keep an eye out for Vivienne. I’ll be publishing the first book in the series, “Fearless Flying” in a few months. I’m working on some covers and writing all the way to the end of her fantastic journey so I can release the rest of the series quickly.