One of my closest customers once gave me some interesting feedback: she liked working with me because I knew when to shut up.

I’m not naturally a great speaker. I’m introverted, and I sometimes struggle to find the right words in a given situation.

In a sales role, that can be seen as a weakness. And at first, I was set on trying to change my approach and become more like the smooth-talking stereotype I had in my mind.

But as I’ve matured in my role, I’ve learned to embrace my personality rather than try to change it.

Whereas other salesmen talk fast and dominate the conversation, I’m much better at listening and reading a room. Only after I identify a situation in which I can bring value do I open my mouth.

There are still plenty of opportunities for me to improve my verbal tactics, but who would’ve thought that you could make a sale by keeping your mouth closed?

-Brandon