Can’t do sales cause you’re too shy? Introverts share how they succeeded

Does the thought of a phone call give you the heebie jeebies? Does hanging out in a big group make you wanna go nope? Well whaddaya know, you’re likely an introvert!

You’d think that being an introvert, sales would be the absolute last job on your list. After all, most introverts are super shy and reserved, how can they thrive in such a social job? Well, with the help of our friends at AIA, we’re gonna bust that myth wide open.

Meet Sam, Husni, Marcus and Chriss, our 4 successful introverts who’ve rocked the sales industry. Some people don’t believe in MBTIs, but for the heck of it we asked what theirs were and rest assured, they’re legit.

Sam and Marcus are both real estate agents with millions of Ringgit in sales between them, whereas Husni and Chriss are insurance consultants, both heading their own teams! They’re still only in their 20s but you can bet their CVs are sparkling. Not bad for a bunch of introverts, kan?

So let’s get the obvious out of the way first: how on earth are you supposed to sell stuff when you’re the quietest one of the bunch?

Introverts can speak well, but it takes a bit more energy

The thing about introverts is that social interaction has a limit, and going over the limit can result in a sad and/or angry potat. So where extroverts gain energy by chatting and being around people, introverts are the exact opposite, and they need to recharge alone. But that doesn’t necessarily mean they don’t want to hang out, it’s just a little tough sometimes.

According to Chriss, being quiet 24/7 is one of the biggest misconceptions people have about introverts.

“Introverts are shy but that doesn’t mean they can’t talk. I can present my product well, I can communicate with my clients well… But if I’m put in a room with a large group of people, having small talk would be challenging.” — Chriss, Insurance consultant

Marcus also pointed out that introverts can talk to others, it’s just that initiating new topics to talk about can be challenging. Being a realtor means meeting with clients in lots of apartments and unfortunately, the dreaded elevator exists.

“Like when we’re in a lift, there’ll always be some awkward moments where I’m like ummmm arggghhh ummm… I don’t know what to say la.” — Marcus, Real estate agent

But get this, being more quiet and reserved is actually a handy weapon to have in your arsenal because…

Clients are less intimidated by introverted sales consultants

Let’s peel back some layers now. The typical stereotype of loud and pushy sales consultants has haunted us to the point we immediately get uncomfortable the moment we meet someone kinda loud.

But then, you meet a more reserved sales consultant and it makes a world of difference. Their toned down personality can help put people at ease, especially in an industry that is all about selling products. This is a major advantage, according to Husni.

“If you talk too much, sometimes the clients get put off, and they won’t share how they really feel. But when you listen, they’re more comfortable talking to you. Then, the moment you finally speak up to ask them a question, they’ll be more open to sharing their thoughts, so your fact-finding becomes a lot easier.” — Husni, Insurance consultant

And by virtue of their quiet personalities, introverted sales consultants have better ways and means to work around those typical hard sells, because they themselves find it super uncomfortable.

“For introverts, we already find it challenging to initiate, right? So how can we hard sell? Maybe 30 years ago, hard selling worked. But clients these days have access to the internet and everything, so if they’re coming to an adviser, they’re expecting additional value-added advice.” — Chriss, Insurance consultant

But more than your work and your performance, it’s really that…

If you kao-kao want something, you can achieve it

Let’s be real here. How many of y’all have skipped out on great offers just cause you were scared to take that first step? This writer actually gave up a medical career because she was scared of failing. It happens and it’s alright, but if you really want something, our interviewees prove that even their deepest fears won’t stop them.

According to Sam, joining the sales industry has improved his quality of life tremendously by giving him the financial freedom he wanted. But first, he had to step out of his comfort zone.

“Stepping out of a comfort zone takes a lot of courage, so the first thing you should actually do is dare yourself to do something.” — Sam, Real estate agent

In fact, Husni used to be a recruiter, hiring other people to join the company he was working for, AIA. But then, he started noticing that the people he was recruiting were having better lives than him. Specifically, he recalls an introverted fresh grad upgrading to the latest iPhone just months after joining AIA. It was the wake-up call he needed to make a change.

“Her lifestyle changed. Upgraded la basically. And that’s why I thought, if she could do it why can’t I? I made the jump and, I think I made the right choice.” — Husni, Insurance consultant

And despite her daily challenges, Chriss said she appreciates the challenging career that’s shaped her into the person she is today…

“Even though I’m an introvert, I cannot stand a very routine type of work. I would prefer a role that would require me to always go for a breakthrough, to always overcome multiple challenges, and I believe that’s how I can be the type of person  I wanna be one day.” — Chriss, Insurance consultant

…and how well that’s working for her guys, because at a tender age of 24, she’s already a proud homeowner of a property in Mont Kiara! Walao Cilisos can’t even afford to buy new lightbulbs, let alone move to Mont Kiara 🥹

But one thing all our introverts had in common was that they weren’t alone on their road to success.

Good mentors can help you learn more about yourself

In sales, you typically have a support system comprised of your mentors and teammates. And for introverts, that sort of one-on-one guidance is precisely what you need to flourish.

Marcus shares that he’s able to flourish thanks to the deep talks he often has with his mentor. Meanwhile, Chriss told us that her mentor personally trains each of her team members differently. And for her, things that come naturally to an extrovert will take extra preparation.

“As silly as it sounds, my mentor actually noted down every single question that I need to ask my clients. Even though I don’t follow everything A to Z, as an introvert I prefer having guidelines like this so I won’t panic in the moment.” — Chriss, Insurance consultant

Husni also said he owes his success to his mentor and especially the initial training he got from AIA Elite Academy, a programme he enrolled in when he first started his insurance consultancy career.

“AIA Elite Academy is an 18-month programme, so it’s like going back to university la. But the financing scheme is really good, and they also help you plan out your career path. If I didn’t join, I think I’ll still be my boss’ staff today.” — Husni, Insurance consultant

And now he’s a boss himself with several staff members under his wings. Yaaas we love a glow up 🥳

AIA Elite Academy can take you out of your introvert cocoon and turn you into a sales butterfly

The bottom line is, it’s not your personality that matters but what knowledge you bring to the table.

“Being an extrovert or introvert doesn’t determine how successful you’ll be. I feel like in today’s age, people look at your knowledge and your professionalism rather than how well you can talk.” — Chriss, Insurance consultant

So if the thought of jumping into the world of sales has ever crossed your mind, AIA Elite Academy can help make your first step a lot easier. It’s an 18-month programme for new insurance consultants, where you get mentors and coaches, a structured career path, and even the chance to learn and work at the same time. Better yet, you can get rewarded with up to RM15,000 monthly bonus on top of regular commissions when you achieve certain KPIs!

And depending on how far you’re willing to leave your comfort zone, you can choose to go beginner or pro. Elite Lite is beginner-friendly and flexible, making it a great fit for serious side hustlers looking to earn some extra income while exploring sales as a long-term career option. But if you’re already a working professional who’s looking to explore a new career with an uncapped income potential, then Elite Pro is the programme for you.

To all the introverts out there who’ve been secretly wanting to venture into this career, now’s your time to shine. And hopefully, you’ll shine brighter than Cilisos’ light bulbs.