quiet-the-power-of-introverts-in-a-world-that-cant-stop-talking-susan-cain

increased territory sales 500 percent
over the previous year. Since then, Jon
has launched Global Empowerment
Coaching, his own personal coaching
and sales training business. To date he’s
given hundreds of speeches, training
seminars, and private consultations to
more than 30,000 salespeople and
managers.
What’s the secret of Jon’s success?
One important clue comes from an experiment
by the developmental psychologist
Avril Thorne, now a professor at
the University of California, Santa Cruz.
Thorne gathered fifty-two young
women—twenty-six introverts and
twenty-six extroverts—and assigned
them to two different conversational
pairings. Each person had one tenminute
conversation with a partner of
her own type and a second conversation
of equal length with her
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