Are you an INTROVERT who struggles with confidence when pitching your products to retail buyers? You’re not alone—but here’s the great news: Selling isn’t about being the loudest person in the room. It’s about building connections, trust, and communication.
Even though I’m naturally outgoing, I’ve learned that anyone can master the art of the pitch—YES, ANYONE—can practice and perfect this skill.
Skills Every Personality Can Use to Grow Relationships with Retail Buyers
Pitching isn’t about personality type—it’s about communication. Sales success doesn’t depend on being extroverted but rather on the ability to:
A) listen,
B) ask the right questions,
C) respond thoughtfully, and
D) follow up.
This is because sales are about trust, and we trust people who prove they understand us.
By simply becoming AWARE that you must do these four things to succeed AND practicing them, you will become a better salesperson.
In fact, if you’re an introvert and practiced in listening, you might be in an even better position to sell than an extrovert who loves to talk. Why? Because listening is the most powerful of these four tools to build trust with a retail buyer.
Study to Be an Expert in the Relationship You Want
You can sharpen the accuracy and perceived effectiveness of each of these four skills when you INCREASE industry-specific knowledge through study.
LISTEN – For example, if you know the key vocabulary and processes that are standard for your industry, then you will notice key details of the conversation more clearly. If you don’t understand the nuances of what they are asking regarding a promotion, price, or lead time expectation, you can fail to meet their expectations and look like an immature brand.
QUESTIONS – By using the specific vocabulary, you can ask questions about the future, opportunities, and risks that you wouldn’t know from the surface of a conversation. Your knowledge of the process will help you avoid financial losses for yourself and your buyer, as well as avoid wasting time (the two banes of a buyer’s existence).
RESPOND – Your deep knowledge of the industry, your buyer’s pain points, and the next steps you need to take… this will make you a better communicator and a trustworthy partner. If your answers to questions aren’t to the point or are confusing, you are signalling that you are not retail-ready and are a high-risk vendor. There goes your purchase order.
FOLLOW-UP – If you understand the priority, their business, and the appropriate timelines, you will improve the effectiveness of your follow-up and be more likely to get a response with an order. If you waste their time… you could end up being ghosted.
Your vocabulary and knowledge are ESSENTIAL to optimal communication for selling, and the good news is… any personality can learn and practice these skills.
Why Your Personality Is an Asset
Last point—people are naturally drawn to those they feel are similar to themselves. This means there are buyers out there with your personality who will connect with you just as you are. Whether you’re an introvert or an extrovert, your ability to build relationships is what truly matters.
The more you practice, the stronger you become. Sales confidence isn’t something we’re born with—it’s something we develop through listening, asking the right questions, and PRACTICE!
How to Boost Your Sales Confidence
If you want to improve your pitch, learn what questions to ask, and gain tips on what to listen for from buyers, the START to SOLD Course is just what you need. With the right training and practice, you can turn your natural strengths into powerful sales tools.
Ready to build your confidence and master the pitch? Learn more about the START to SOLD Course.
