Quiet: The Power of Introverts in a World That Can’t Stop Talking by Susan Cain, pages 237-240
A lot of people believe that selling requires being a fast talker, or knowing how to use charisma to persuade. Those things do require an extroverted way of communicating. But in sales there’s a truism that ‘we have two ears and one mouth and we should use them proportionately.’ I believe that’s what makes someone really good at selling or consulting - the number-one thing is they’ve got to really listen well. When I look at the top salespeople on my organization, none of those extroverted qualities are the key to their success.
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