3. Who is better at sales, extroverts or introverts? Everyone thinks it would be extroverts and they are the ones who typically get hired for sales jobs. But the correct answer is neither. Extreme extroverts perform only slightly better than extreme introverts. Ambiverts do much better, according to tests Pink cited. Ambiverts “can go right, they can go left, they know when to speak up and they know when to shut up,” Pink said. Strong extroverts don’t listen and tend to be pushy like the caricatured used car salesmen everyone ridicules and despises. In a test of how they performed, extreme introverts scored 120, while extreme extroverts got only 125 points. In contrast, ambiverts tallied 155.
Harvard Professor: Five Ways RIAs Can Increase Sales Effectiveness
November 13, 2013
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Years ago it was possible to sign new clients with one meeting. Today in the post-Madoff environment, prospective clients question both the integrity of their advisors and the markets. A prospective client needs to learn all about you and your qualifications before they decide to work with you. for more ideas read this http://premiertrust.com/howtoattractretainHNWclients.pdf
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I have a lot of respect for Daniel Pink but when his Key Note speech is cited as good sales advice I draw the line. Must have been a slow news day.