We’ve all heard the differences between extroverts and introverts before – one is outspoken and the other is more reserved and quiet. Although we’d like to argue against that, it is certainly the truth of it. However, whether you have a team of extroverts or introverts should not matter, as long as you have the right people on your bus.

For too long, many companies have kept employees that are not best suited for their business on in order to stay loyal. However, if someone isn’t working for your company and actively contributing to its success, what is stopping you from removing them from your agency? Nothing positive is ever going to come from something negative. Your job, as an agency owner, is to figure out how you can turn all of the “negative” into something positive.

Start with your agency’s introverted employees. Now this is not to say that they are a “negative” – but perhaps you need to train yourself, and your employees, to take better advantage. Start with understanding an introvert and how their personality can be capitalized on when it comes to sales.

When training an introvert on sales tips, keep these in mind:

1. Be persistent – A big part of sales lies in the follow-up. Follow up with all customers. Your belief in your service is enough; the rest will shine through in your follow through.
2. Say hello to everyone you meet – This will allow you to get used to approaching strangers and putting yourself out there.
3. Stay busy – It may be tempting to leave sales calls to the end of the day since you dread it, or it may be enticing to schedule only a few calls in one day – however, if you stay busy and cram the day with calls, you are more likely to spend more time pitching your product and less time thinking about being uncomfortable.

Remember this: passion trumps introversion. If you have people who are passionate about selling insurance and helping their clients, then you can easily have a world-class sales team. You just have to encourage all of the introverts to harness that first!