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

to the point where I could walk into
someone’s house and instead of trying
to sell them some knives, I’d ask a hundred
questions in a row. I could manage
the entire conversation just by asking
the right questions.” Today, in his
coaching business, Jon does the same
thing. “I try to tune in to the radio station
of the person I’m working with. I
pay attention to the energy they exude.
It’s easy for me to do that because I’m
in my head a lot, anyways.”
But doesn’t salesmanship require the
ability to get excited, to pump people
up? Not according to Jon. “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
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