Why Introverts Have an Edge in Converting Prospects
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It has been my experience that introverts have an innate advantage converting prospects, as compared to extroverts. I was curious to find out why – and what extroverts can do to overcome their disadvantage.
The nature of introverts
As an introvert myself, I found that adopting my process was not only natural, but it reduced my anxiety in situations that previously caused me stress.
When I’m engaged to speak to groups of advisors, I like to mingle at cocktail parties or similar events. Doing the formal presentation is fairly easy for me. Social interactions are not.
When I followed my own research and focused on eliciting information in social situations, rather than feeling the need to convey it, the process worked flawlessly. My relief was palpable and significant. The Solin Process℠ works as well in social situations as it does in business settings.
Benefits of introversion
The outgoing nature of extroverts contributes to the perception they are dynamic charismatic leaders. Introverts tend to be reserved and prefer their own company, where they can reflect and ponder.
In some respects, extroverts are like active management, brimming with activity. Introverts are more akin to passive management, buying, holding and focusing on fees, costs and tax deferral.
Some little-known benefits of being an introvert were set forth in this recent study. The study (discussed here) found those introverts prone to melancholy made more accurate social judgments than those who were more sociable. The co-author of the study theorized that these introverts spend more time observing than interacting, which might account for their superior perceptive skills.