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Business culture is geared toward the go-getter, the team player, the networker, the entrepreneur and the leader. It’s about power, getting ahead, cutthroat competition, deals and leverage. It is, isn’t it? On the surface, this sounds like an automatic recipe for success for the extrovert, and disaster for the introvert. But as you’ll soon read, introverts can excel in this culture, by making the most of their unique attributes.
Since the early part of the 20th century – along with the rise of corporations – extroversion has been favored over introversion as a way of doing business.
Think about most job postings and resumes and the buzzwords you hear both from the job seeker’s and the employer’s perspectives: “work well with others; dynamic; driven; team player; shows initiative; strong leader; contributes ideas; outgoing and personable; sales-driven…”
While these are admirable traits, they are extrovert traits and they are not the only traits that are important in business.
The flip side of the coin is just as important - a strong work ethic and traits that ultimately lead to measurable results: “Conscientious; follows through; independent self-starter; self-motivated; persistent; focus on customer relations; trustworthy; curious; autonomous, self-directed, innovative, problem-solver, independent thinker…”
Introverted people have been perceived in a very negative light in the business culture mostly because of a false association of introversion with shyness. Even the dictionary definitions portray introverts as somehow socially flawed or inept. Introversion is perceived as a personality disorder: “Marked by interest in or preoccupation with oneself or one's own thoughts as opposed to others or the environment; shy or reserved.”
Definitions like these are written from the point of view of the extrovert, who sees the introvert’s tendencies as negatives; something akin to saying that introverts are self-absorbed, self-centered social outcasts who don’t care about anyone else, don’t have any people skills and can’t possibly succeed in anything except maybe basket weaving (that’s if they can market their baskets). This is a very one-sided bias, but a very pervasive one.
What about the introvert on the way to the top of the corporate ladder? The irony is, as every CEO knows, “It’s lonely at the top.” And who would thrive better at that lonely pinnacle of achievement than an introvert? According to some estimates, 70% of CEOs describe themselves as introverts. How is that possible, when CEOs are also required to interact with people on a daily (sometimes 24/7) basis, speak in public, attend functions and meetings - heck, host many meetings - and play the part of a gregarious, people-oriented leader… and schmooze to win clients and influence people?
If you’re introverted, you probably feel a strong urge to hide right about now. That’s not how you roll and you don’t define success by the size of your address book. However, that gregarious, pushy business model is being forced down your throat. “Go out there, meet people, network…” Is it any wonder that introverts may feel hesitation when considering becoming business owners? Is it any wonder that the climb up the career ladder can be daunting to an introvert?
It’s high time these biases are debunked! The old-school approach of valuing extroverts and dismissing introverts is faulty at best. To make the most of your business, or to thrive in your career, you will want to understand and employ the attributes of both styles of relating to the world.
- Sales Rank: #537613 in eBooks
- Published on: 2015-02-03
- Released on: 2015-02-03
- Format: Kindle eBook
Most helpful customer reviews
2 of 2 people found the following review helpful.
88 Pages of Value
By Tim Hurson
Eighty-eight pages of value. Mayer has written a book that needed to be written. I get so tired of people talking about born salesmen or born creatives or born anything. Sure we all come out of the womb with different potentials, but we can also develop the skills we need to do the things we want to do, and we can all get better at our craft, no matter how good we are right now and no matter how long we've been doing it.
This is a useful read for anyone who interested in a sales career, but who's been reluctant to start because they don't think they were "born to it." I've known dozens of salespeople (and actors and standup comedians and keynote speakers) who are anything buy extraverts, but who are outstanding professionals in their fields.
Thanks Alen Mayer for your wisdom.
1 of 1 people found the following review helpful.
A thoughtful, thorough, helpful, valuable book about an important topic
By Mike Weinberg | Consultant, Speaker, Author
I received an advanced copy of Alen Mayer's "Introverts in Business" and am glad I did! This is a thoughtful, thorough, valuable and helpful book about an important topic. As someone who consults senior executives, coaches sales managers and salespeople, and is often involved in selecting sales talent, I am constantly dealing with different behavioral styles and in situations where understanding tendencies of both extroverts and introverts is critical. Mayer's book is helpful enough that it will become a desktop resource for me and I will recommend it to clients.
As an extrovert myself who appreciates (most of) the qualities of extroverted salespeople, particularly in hunter-type sales roles, "Introverts in Business" was a good reminder of the important natural talents that many introverts bring to the table -- in both sales and executive positions. Sure, Mayer's own perspective shows through in his writing, but that's the case whenever passionate people write important material. I like the way he advocates for the introvert and points out the many gifts they bring to various roles and situations. And truth be told, a high percentage of senior executives I work with are more introverted than extroverted. So there was much benefit for me in reading Mayer's perspective.
This is a solid book that will help you better understand the extrovert-introvert divide. If you're an extrovert with a bias toward others who are most like you, this book will help you not only recognize that bias, but also point out areas where your judgment is off-base and affecting your ability to make smart talent decisions. Get this book; you'll be glad to have it as a resource.
Mike Weinberg, author of Amazon Bestseller New Sales. Simplified.
1 of 1 people found the following review helpful.
Help at last!!
By Kelly Riggs
There is this troublesome idea in some circles that salespeople are born to be salespeople. While some people take to selling more enthusiastically than others, my experience is that all personality types can thrive as salespeople IF they have the desire and discipline to develop critical skills. Some skills come easier for some personalities than others, while every personality style must deal with the weaknesses of his/her personality style.
All of that to say that Alen has kicked down the doors of the idea that introverts can't be great salespeople. Nonsense!! In fact, if anything, introverts can be great at selling introverts!! Since introverts and extroverts often clash, who will sell the introverts?
In reality, introverts can sell to anyone with the ideas offered by Alen, which makes this an invaluable sales guide!
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