We hear a lot of talk and labeling around whether someone is introverted or extroverted. People who identify as introverts likely prefer more subdued or solitary experiences. Contrary to popular belief, this isn’t because introverts fear or dislike others. They are not shy, nor are they plagued by loneliness. They simply derive more pleasure and energy from their own inner lives than from social events. Extroverts, on the other hand, are at the opposite end of the spectrum. They are outgoing, energetic, and talkative. Extroverts draw their energy from being with other people. They also seek social connections that allow them to interact with other people as much as possible. Someone who is highly extroverted will likely feel bored or even anxious when they spend too much time alone.
 
That said, two-thirds of the population doesn't strongly identify as introverts or extroverts. They are what is referred to as “ambiverts.” Ambiverts have both introverted and extroverted tendencies and have a distinct advantage over true introverts and extroverts, because their personalities don’t lean too heavily in either direction which makes it easier for them to adjust their approach to people based on the situation. This enables them to connect more easily, more deeply, and with a wider variety of people. 
 
Surprisingly, the widely held notion that the best-performing salespeople are extroverts would be wrong. Ambivert’s greater social flexibility enables them to outsell all other groups. In fact, sales increase as extroversion increases, but only to a limit. This increase peaks with those who are just moderately extroverted. This is the sweet spot for maximizing sales performance. The moderately extroverted salesperson likely doesn’t get too high or too low depending on the situation, so their steadiness instills confidence in the buyer. 
 
Remember, two-thirds of people are likely some variation of ambivert to where they naturally engage in a flexible pattern of talking and listening. They are almost certainly likely to express sufficient assertiveness and enthusiasm to persuade and close a sale or succeed in a negotiation because they are more inclined to listen to customers’ interests and less vulnerable to appearing too excited or overconfident. This type of poise creates a level of competent likeability that separates them from the pack.