Sales As An Introvert


If you met me at a party I wouldn’t have much to say. If you sat next to me on a long flight I may not say a word to you the entire trip. I’m an introvert.

If you saw me on YouTube, Twitter, Google Hangouts, in a TV interview or at one of my sales seminars you would never know it has never been easy for me to start a conversation with people I don’t know. After college I was terrified to go on a job interview, until I realized employers weren’t going to come to my house and hire me. I had been selling cars for seven years and still never got comfortable saying hello to a customer. Yet I still reached the top 1% of all the salespeople in the auto industry.

You can adapt, and be an introvert or an extrovert, depending on the situation.

If you are hosting a party you appear to become an extrovert to keep things going and keep the guests happy, but when you’re a guest at a party you appear to become an introvert. As a professional speaker and educator I become an extrovert in order to deliver information. But when I attend seminars as a guest I am much more introverted. So how do you become an extrovert in sales situations when you are naturally comfortable being an introvert?

I use these 7 tips to step out of my comfort zone:

1. Get passionate. I get so excited about what I’m selling that I’m compelled to share it with the world! When you are passionate about your product, idea or service you pay less attention to how you are perceived. Instead you pay more attention to showing that excitement for what you have to offer and how it will benefit the customer!

2. Get out of your comfort zone once per day. It is very important for me to do things that make me uncomfortable. You need to be courageous and make it a point to face your fears, no matter how big or small. The single scariest thing for me was visiting my customers or prospects in person. So that is the first thing I did every day to get over my fear, which instilled me with courage, belief in myself and changed my focus from limitations to possibilities.

3. Say hello to everyone you pass. I refuse to walk past any person without acknowledging them. I force myself to look everyone in the eyes and say hello. This is like exercising, it builds a muscle that enables me to decide at will when I want to be extroverted, whether I’m on a sales call or any other situation.

4. Go outside. Literally step out of your comfort zone by leaving your home or office often so you can socialize with people. When I move to a new city I will go to the same place over and over until I am comfortable and know everyone there. I have done this same thing with my children, bringing them to the same grocery store every morning until they are so familiar they can talk with the people working there as if they were family.

5. Help others make sales. If I go a few days without making a sale for myself I immediately offer my help to other salespeople. It’s a great way to get outside your own head, because with several failed closes it’s easy to become introverted and anxious. But by working with someone else’s prospects and having nothing to lose yourself you open up, feel more relaxed and regain your confidence. Once you score a sale for someone else, dive headfirst back into your own prospects again.

6. Be so persistent it bothers people. In life and business you won’t become successful if you never get criticized, especially in sales. You need to follow up on customers so much that they actually complain about it, and once they do you need to keep following up until they admire you for your persistence. When you believe in your product, company and yourself you will be willing to insist—and risk being criticized for it.

7. Keep busy. When you are constantly on the go you don’t have time to be uncomfortable or doubt yourself. If you’re busy you are always asking people for help, getting help, and talking to people because you are running from one sales meeting or event to the next—So get out and get moving!

Hope this helps.

Be great,

Grant Cardone

Showing 0 comments
  • Windy Thomason

    I love you Grant Cardone! Thank you for being so generous with your knowledge!

  • Krista Marie

    This is awesome. I struggle constantly with this. I just wrote a blog about the fear of the cold call and staring at the computer screen.

  • Yvette Gibson

    Wonderful post! So much I can relate to, thanks Grant 🙂

  • Mohnish

    Great post, Grant! This is right up my alley. I’m gonna be putting your steps into practice right away. Thanks!

  • David Anderson

    Wow. I would have never guessed you were an introvert Grant!

    I use to be incredibly introverted as well. Now I’m closing 5 and 6-figure deals 😀

  • Randy Hunt

    I love GC Need these motivations for my naysayers about me purchasing a scuba resort in the Bahamas and turning it into gold!

  • Charles Stevenson

    I love the suggestion no 3, say hello to everyone you pass. It reminds me of the scene in Crocodile Dundee when Mick Dundee is taken to New York and tries, unsuccessfully, to say “Gday” to everyone he meets on the sidewalk, and ends up on the side of a street lamp!

    It’s all too easy to switch off our “hello” voice and just go about head-down in life.

    Point 4. Go outside, also resonates with me. All too easy to get focused and fixated on the work and miss out the opportunities that are out there.

    Great work GC – thanks for a great post.

  • cardiogoop

    That is sad. When conducting sales training it’s imperative to give credit where it’s due. I quote Grant more than other trainer on the planet but they know full and well who the source is. At times, I will just play his YouTube videos so they can learn from the master himself

  • Oren Rosen

    I am a big fan. I went to a seminar of fortune builders and this is disgusting how much this guy is trying to be grant cardon and using his quotes as his own. Disgusting. You are the best grant.

  • Gabriel Avalos

    There is so much with Grant that I can relate to! I love this guy! Even though I found out about his by chance a few weeks ago, I’m a huge fan! This year is going to be explosive thanks to him!

  • Rod Williams

    Thanks Grant. That was a great and very helpful article. Loved the tips for getting out of your own way. I would have never known you’re an introvert.

  • Nigel Rankin

    Great read GC, it’s like you were describing myself!

  • Ken Trabucco

    Great advice. it can be a battle as an introvert. Get over yourself and face the fears that are killing your time here on earth. Love everything you stand for Grant.



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    incredible tips!

  • Alex

    Same. Good tips- lots of them I have already consistently used to remind myself. I also found that tracking sales and having a system helps. I was able to run a decently sized sales business and have a system that even got down into the nitty gritty like what clothes were most likely to help you get a sale. Here’s a blog on it for those that are interested in learning about tracking and utilizing fashion psychology:

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  • Anna

    For the past 3 months, I’ve been searching for the magic bullet article or video or book to help me get over the absolute terror I’ve been feeling in my new sales role. I’ve spent hundreds of hours trying to find someone who gets this fear and help me through it, and honestly, this is the only thing that has truly helped me so far. A million thank yous!!!

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