{"id":354,"date":"2018-09-26T16:40:35","date_gmt":"2018-09-26T16:40:35","guid":{"rendered":"https:\/\/goingsologoingbig.com\/?p=354"},"modified":"2018-09-26T16:40:35","modified_gmt":"2018-09-26T16:40:35","slug":"introverted-consultant","status":"publish","type":"post","link":"https:\/\/goingsologoingbig.com\/index.php\/2018\/09\/26\/introverted-consultant\/","title":{"rendered":"Success Secrets for the Introverted Consultant"},"content":{"rendered":"\n<p>Have you considered starting a consulting practice but wondered whether an introvert is cut out for this career? Who\u2019s really an introvert, and can we build successful businesses? Let\u2019s find out.<\/p>\n\n\n\n<!--more-->\n\n\n\n<figure class=\"wp-block-image size-large is-style-default\"><img decoding=\"async\" src=\"https:\/\/goingsologoingbig.com\/wp-content\/uploads\/2018\/09\/secrets_2000x1200_blank-1024x614.jpg\" alt=\"Woman peeking through her fingers\" class=\"wp-image-1718\"\/><\/figure>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-who-s-an-introvert\">Who\u2019s an introvert?<\/h1>\n\n\n\n<p>In the 1920s, the Swiss psychiatrist Carl Jung popularized the notions of introvert versus extrovert with the publication of <em>Psychologische Typen <\/em>(tr. \u201cPsychological Types\u201d). He described introversion as \u201cinner-directed psychic energy\u201d and launched a debate about what it means to be an introvert that the field of psychology \u2013 almost a century later \u2013 doesn\u2019t seem to have settled yet. But here\u2019s what we know.<\/p>\n\n\n\n<p><strong>If you\u2019re looking for guidance on whether you\u2019re an introvert or not, don\u2019t consult Google or the dictionary.<\/strong> If you Google \u201cintrovert,\u201d here&#8217;s what you&#8217;ll find: \u201ca shy, reticent person.\u201d And the <em>Cambridge Dictionary<\/em> says an introvert is \u201csomeone who is shy, quiet, and prefers to spend time alone rather than often being with other people.\u201d<\/p>\n\n\n\n<p>But shyness and introversion are two different psychological traits. Susan Cain, author of <em><a href=\"https:\/\/amzn.to\/2N4nwbG\" target=\"_blank\" rel=\"noopener noreferrer\">Quiet: The Power of Introverts in a World That Can\u2019t Stop Talking<\/a>,<\/em> describes shyness as \u201cthe fear of negative judgment,\u201d and introversion \u201cas a preference for quiet, minimally stimulating environments.\u201d<\/p>\n\n\n\n<p>In fact, Cain and others are leading a campaign to get Google and the dictionaries to update their definitions. The campaign\u2019s proposed definition of an introvert is \u201csomeone who has a preference for minimally stimulating environments, due to a difference in the way sensory input is processed in the introvert&#8217;s&nbsp;brain.\u201d Those are two important characteristics: \u201ca preference for minimally stimulating environments,\u201d and \u201cdifference in the way sensory input is processed.\u201d<\/p>\n\n\n\n<p><strong>What about the Myers-Briggs definition? <\/strong>The Myers-Briggs Type Indicator (MBTI) was developed in the early 1940s based on a conceptual framework outlined by Carl Jung, whom we met earlier. The MBTI is probably one of the best-known personality tests, and it enjoys widespread popularity in corporate America where it\u2019s used by 88% of the Fortune 500. Because of this, millions of Americans can tell you whether they are an INFP or an ESTJ or another of the 16 possible personality types based on the following four scales:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li><strong><u>E<\/u><\/strong>xtroversion versus <strong><u>I<\/u><\/strong>ntroversion<\/li><li><strong><u>S<\/u><\/strong>ensing versus Intuitio<strong><u>N<\/u><\/strong><\/li><li><strong><u>T<\/u><\/strong>hinking versus <strong><u>F<\/u><\/strong>eeling<\/li><li><strong><u>J<\/u><\/strong>udging versus <strong><u>P<\/u><\/strong>erceiving<\/li><\/ul>\n\n\n\n<p>The MBTI describes an introvert as someone who draws their energy from \u201cdealing with the ideas, pictures, memories, and reactions that are inside [their] head, in [their] inner world.\u201d Socially, they prefer to do things alone or with a few people they feel comfortable with. They are reflective and want to have a clear idea of what they\u2019re doing before they act. And ideas are the most solid things for introverts; ideas are sometimes better than the real thing. For MBTI\u2019s full description of introverts and extroverts, <a href=\"https:\/\/www.myersbriggs.org\/my-mbti-personality-type\/mbti-basics\/extraversion-or-introversion.htm\" target=\"_blank\" rel=\"noopener noreferrer\">click here<\/a>.<\/p>\n\n\n\n<p>Despite its widespread popularity and commercial success, the MBTI has been widely criticized by the psychological research community. Many of those criticisms are covered on the Myers-Briggs page on Wikipedia.<\/p>\n\n\n\n<p><strong>Introvert or extrovert? It&#8217;s not black-and-white.<\/strong>&nbsp; Introversion-extroversion is a spectrum, and no one is 100% one or the other. In fact, it\u2019s estimated that one-half to two-thirds of the population are ambiverts. Ambiverts fall somewhere in the middle of the spectrum, but they lean toward one trait or the other. They may identify with either or both labels at times, depending on the situation. So, you might be wondering if you\u2019re really an introvert-leaning ambivert? See the resources section for some free and low-cost introversion-extroversion tests to help you find out.<\/p>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-are-introverts-second-class-citizens\">Are introverts second-class citizens?<\/h1>\n\n\n\n<p>In the 1990s the field of psychology coalesced around the \u201cFive Factor Model\u201d as the basic dimensions of personality. Known colloquially as the \u201cBig Five,\u201d the personality factors are <em>extraversion<\/em>, <em>neuroticism<\/em>, <em>agreeableness<\/em>, <em>conscientiousness,<\/em> and <em>openness to experience<\/em>. In this framework, the implied definition of introversion is a lack of extraversion.<\/p>\n\n\n\n<p><strong>The Extrovert Ideal.<\/strong> According to author Susan Cain, in the U.S., we live in a value system that she calls the \u201cExtrovert Ideal,\u201d a value system with \u201cthe omnipresent belief that the ideal self is gregarious, alpha, and comfortable in the spotlight.\u201d She goes on to say that \u201cwe make room for a remarkably narrow range of personality styles. [As introverts, we are] told that to be great is to be bold, to be happy is to be sociable.\u201d And nowhere in America is that more true than in our business schools. They are veritable temples to the Extrovert Ideal.<\/p>\n\n\n\n<p>Laboring under these confusing (and sometimes outright false) messages, it\u2019s no wonder that we introverts might question whether we are cut out for the world of business, and particularly consulting. And yet, without introverts, there wouldn\u2019t be Microsoft, Apple, or Facebook, to name a few companies whose products are probably within your arms\u2019 reach right now, or any number of other companies and causes that are important to our society. Plus, introverts are well represented at the top of the wealth and influence lists.<\/p>\n\n\n\n<p>So, with a nod to Cain\u2019s book title, let\u2019s look at the power of introverts in the world of consulting.<\/p>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-selling-for-introverts\">Selling for introverts<\/h1>\n\n\n\n<p>No matter the nature of the business, it lives and thrives only because it makes sales. And sales and selling are an integral part of the consultant\u2019s work life.<\/p>\n\n\n\n<p><strong>At the core of any sales situation are three ingredients:<\/strong> (1) a prospect with a need, (2) a provider with a solution, and (3) a price that both can live with.<\/p>\n\n\n\n<p><strong>And the heart of the sales process is the relationship-building journey that precedes closing the deal.<\/strong> At the end of that journey, before the prospect is willing to make a buying decision, the prospect has to know, like, and trust you.<\/p>\n\n\n\n<p><strong>When it comes to that <em>know<\/em>, <em>like,<\/em> and <em>trust<\/em> journey, introverts have advantages and disadvantages.<\/strong> The secret is to turn those advantages into strengths (to identify, hone, and build your introvert superpowers) and find workarounds for your disadvantages, which we\u2019ll discuss below.<\/p>\n\n\n\n<p><strong>By the way, forget the old mantras you might have heard about sales, especially the &#8220;ABC<\/strong><strong>\u201d of selling \u2013 \u201calways be closing.\u201d<\/strong> Constantly pressing to seal the deal is a surefire way to come off as \u201csalesy\u201d and turn off today&#8217;s savvy buyers.<\/p>\n\n\n\n<p><strong>Also,<\/strong><strong> forget the stereotypes about sales and salespeople.<\/strong> We think of sales as a profession for extroverts. Sure, a lot of extroverts are drawn to sales, but that doesn&#8217;t mean they are especially effective. Many of the most effective salespeople use a consulting-style approach to build rapport, explore the prospect\u2019s situation through active listening, bring the prospect\u2019s problem or need into sharp focus, and tailor their solution to the prospect\u2019s need. Relationship building, active listening, and creative insights are all strong suits for introverts.<\/p>\n\n\n\n<p><strong>Success at sales is less about who you are and more about having a system and working it. <\/strong>Whether you&#8217;re an introvert or an extrovert, you need a reliable system for gaining visibility and getting prospects in the door, and a reliable system for cultivating those prospects and leading them to a buying decision. Being focused and systematic is another introvert strong suit.<\/p>\n\n\n\n<p><strong>Sales is a craft that can be mastered by both introverts and extroverts.<\/strong> We introverts just develop our craft differently. Given the \u201cExtrovert Ideal\u201d and our notion that sales is a field for extroverts, we might try to mimic or tap into our inner extrovert. Trying to be someone else against our nature is not a pretty sight. Developing sales skills, or any personal development for that matter, isn&#8217;t about trying to become someone else \u2013 it&#8217;s about becoming a better version of yourself.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-take-advantage-of-your-advantages\">Take advantage of your advantages<\/h2>\n\n\n\n<p>As an introvert, you have many strengths that can help you be a great consultant. As Jennifer Kahnweiler, author of <em>Quiet Influence: The Introvert<\/em><em>\u2019s Guide to Making A Difference<\/em>, puts it, \u201cIntroverts can be highly effective influencers when they stop trying to act like extroverts and build on the strengths that they have inherently.\u201d Let\u2019s look at those strengths.<\/p>\n\n\n\n<p><strong>Relationship building<\/strong>. Most introverts are great at building relationships. We\u2019re good at building and maintaining a client base because we \u201cwear well\u201d over time, which is great for building trusting relationships with clients during the consulting engagement and getting repeat business and referrals afterward.<\/p>\n\n\n\n<p><strong>Good active listeners.<\/strong> Introverts tend to be good at active listening, which is a key component in building trust with clients. And of course, it helps in deepening your knowledge about the client so that you can properly advise them. For the same reasons, it\u2019s also an advantage in the sales process \u2013 building trust and becoming knowledgeable about the prospect\u2019s situation, enabling you to better tailor your solution to the prospect\u2019s needs.<\/p>\n\n\n\n<p><strong>Composure.<\/strong> Most introverts exude composure, which puts people at ease and builds trust. Composure has another benefit, often giving the introvert a better vantage point from which to view the people and the human dynamics at work in a situation. It\u2019s a vantage point above the fray that allows us to strategize better and manage the process, whether that\u2019s at the sales stage or during the consulting project.<\/p>\n\n\n\n<p><strong>Insight creation.<\/strong> Introverts have a knack for guiding rather than telling. We tend to be natural-born teachers. Clients learn better, and the changes they make during the consulting project are more likely to stick when those changes are based on insights that the client created for themselves rather than what the consultant told them to do. You can use that skill to help clients \u2013 as well as prospects in the sales process \u2013 to see their situation and the ways forward differently.<\/p>\n\n\n\n<p><strong>Systematic thinking. <\/strong>Because we mentally fly above the fray, introverts are usually very good systems thinkers and good at helping clients see the big picture. That\u2019s great for planning and problem identification, but after the heady planning, just remember to get back down to ground level where the problem-solving action needs to take place.<\/p>\n\n\n\n<p><strong>Anticipate obstacles.<\/strong> Because of how our brains are wired \u2013 information gets routed through the error-checking part of our brains \u2013 we can be very good at anticipating obstacles that our clients might not see.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-find-workarounds-for-your-disadvantages\">Find workarounds for your disadvantages<\/h2>\n\n\n\n<p>Despite our strengths, there are areas we as introverts might need to work on or offset with other strategies and approaches. Here are some typical areas:<\/p>\n\n\n\n<p><strong>Lean in during conversations, authentically.<\/strong> Many of us introverts aren&#8217;t naturally demonstrative, which makes us sometimes seem standoffish, and that can be a barrier to building rapport. So, lean into the conversation. Pay attention to your body language. Remember to smile and make eye contact. Nod and gesture. Let the prospect know that not only are you paying attention, but you&#8217;re connecting with them and what they&#8217;re saying too. But make it authentic. Remember, you don\u2019t need to be someone else. We\u2019re just learning to be a better version of ourselves.<\/p>\n\n\n\n<p><strong>Manage your energy.<\/strong> Recall that the defining characteristic of introversion is sensitivity to stimuli and how we respond to it. Human interaction, whether it&#8217;s in a sales meeting or networking at a conference, is draining for us introverts. It\u2019s important to schedule times to recharge after a client meeting, a sales conversation, or while you&#8217;re at a conference. The more intense the interaction or conversation, the more important it is to have some go-to techniques for clearing and recharging.<\/p>\n\n\n\n<p><strong>You have to believe in what you&#8217;re selling.<\/strong> Introverts have difficulty putting on a false front. That whole fake-it-until-you-make-it thing might be acceptable advice for extroverts, but introverts need to be a little more grounded in reality. So, fully &#8220;own&#8221; your expertise and your services. Spend time cataloging your know-how, track record, and the value of your services. That will build your confidence, and confidence builds sales.<\/p>\n\n\n\n<p><strong>&nbsp;<\/strong><strong>Find some good prospecting tools.<\/strong> Probably one of the biggest challenges for introverts is the outreach work to identify new prospective clients and project opportunities. It\u2019s important to have an effective way of gaining visibility for your business and identifying prospects. But it needs to be a way that works for you \u2013 something you\u2019ll actually do and do over the long term.<\/p>\n\n\n\n<p><strong>Cold calls = cold sweats. Do \u201cwarm calls.\u201d<\/strong> The mere mention of cold calling is enough to induce a panic attack for most introverts. But prospecting for new business is an area where your relationship-building skills can work to your advantage. Think of it as \u201cwarm calling\u201d instead of cold calling. Warm calling is working your network: reconnecting with past clients, connecting with current clients to talk about follow-on work and referrals, and letting them know that your schedule is about to open up for great people like them to experience your awesomeness.<\/p>\n\n\n\n<p><strong>Schedule the stuff you dread.<\/strong> All parts of the sales process are necessary and some of them you probably dread \u2013 like making those calls, even if they are warm calls, or following up with that person you met at the conference last week, or checking in with your LinkedIn network. You know it&#8217;s necessary for your business flow, but it\u2019s so easy to put off. Break it into small chunks and do some every day. Put it on your calendar.<\/p>\n\n\n\n<p><strong>Practice your ask.<\/strong> The other big sales challenge for introverts is to ask for the sale. To close the deal when the time is right. Find some closing lines that work for you and your business. My personal favorite is simply, \u201care we ready to turn this proposal into a contract?\u201d<\/p>\n\n\n\n<p><strong>Finally, don&#8217;t worry about the size of your network. Focus on quality and depth of relationships.<\/strong> Research suggests that extroverts have larger business networks and have, on average, more \u201cfriends\u201d on social media than introverts. But where introverts excel is the quality and depth of the relationships that they form. The size of your network doesn\u2019t necessarily correlate to sales success. Sales success is about conversions \u2013 how you work with prospects and manage that sales journey mentioned earlier.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-tap-your-inner-ambivert\">Tap your inner ambivert<\/h2>\n\n\n\n<p>Recall our earlier definition of an ambivert. Also, recall there\u2019s no such thing as a pure introvert or pure extrovert. It turns out that the most successful salespeople are ambiverts. And the best of the best are right smack dab in the middle of the bell curve, according to research by Wharton Business School professor Adam Grant. Depending on the situation, ambiverts can draw on all those good introvert tendencies such as listening, relationship building and so forth. But they can also tap extrovert tendencies when necessary, bringing the extrovert\u2019s energy to prospecting and drawing on the extrovert\u2019s boldness for closing the sale.<\/p>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-speaking-training-and-presentations-for-introverts\">Speaking, training, and presentations for introverts<\/h1>\n\n\n\n<p>If you\u2019ve made it this far in this article, you\u2019ve made it through the sales discussion without fainting (we hope). So, we\u2019re about to help you face the introvert\u2019s Mount Everest \u2013 public speaking. Hang in there, the view from the top is magnificent. Plus, two of your superpowers are focus and persistence. So, let\u2019s press on.<\/p>\n\n\n\n<p><strong>Sooner or later somebody<\/strong><strong>\u2019s going to ask you to give a talk, a speech, or at least a presentation.<\/strong> And the best time to start preparing for the inevitable is today.<\/p>\n\n\n\n<p>According to the experts, the three best ways for introverts to overcome stage fright are desensitization, preparation, and recognizing that it\u2019s all about delivering a great performance. And a great performance has NOTHING to do with being an introvert or extrovert.<\/p>\n\n\n\n<p><strong>Desensitize yourself.<\/strong> Desensitization means getting yourself on stage in small doses: getting face time with audiences, and realizing that you\u2019ll survive, and even thrive. Start small and work your way up to larger audiences.<\/p>\n\n\n\n<p><strong>Delivering a great performance has nothing to do with being an introvert or extrovert.<\/strong> As author Malcolm Gladwell (and noted fellow introvert) puts it, \u201c[a speech or any presentation is] a performance, and many performers are hugely introverted.\u201d A good performance has everything to do with embodying the role \u2013 the role of storyteller. As author Susan Cain says, \u201c\u2026it\u2019s okay to pretend a little when you\u2019re on stage.\u201d<\/p>\n\n\n\n<p><strong>Over-prepare. <\/strong>According to <a href=\"https:\/\/heroicpublicspeaking.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Michael Port of Heroic Public Speaking<\/a>, the best way to reduce anxiety is to be prepared. He goes on to say that the first principle of performance is knowing exactly what you\u2019re there to do, the promise you\u2019re there to deliver on. He also says that the biggest mistake that people make in speeches or any other performance is that they lean too heavily on their subject matter knowledge. At best they might run through their talk a couple of times and expect to wing it.<\/p>\n\n\n\n<p>Drawing on his background as an actor, Port underscores the importance of rehearsal. And rehearsal isn\u2019t about memorization. It\u2019s about running through the material so many times that we\u2019re able to put down the \u201cscript\u201d and embody the spirit and the message. To that end, it might be well to remember the advice of the Greek poet and soldier Archilochus (650 BC): \u201cWe do not rise to the level of our expectations. We fall to the level of our training.\u201d Archilochus must have been an introvert.<\/p>\n\n\n\n<p>See our companion post:&nbsp;<a href=\"https:\/\/goingsologoingbig.com\/getting-started\/five-myths-about-introverts-and-extroverts\/\" target=\"_blank\" rel=\"noopener noreferrer\">Five Myths About Introverts and Extroverts<\/a>.<\/p>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-conclusion\">Conclusion<\/h1>\n\n\n\n<p><strong>The extrovert ideal is fiction.<\/strong> Albeit a widely perpetuated fiction. Don\u2019t buy into it. Our introvert peeps are well represented at the top of the wealth and influence charts.<\/p>\n\n\n\n<p><strong>Brain physiology dictates how we react but <em>not how we act<\/em>.<\/strong> There are strategies to\u2026<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>Leverage our inherent advantages<\/li><li>Work around our inherent obstacles<\/li><\/ul>\n\n\n\n<p><strong>Many sales and consulting success factors are the introverts\u2019 inherent strengths<\/strong>: listening, composure, insight creation, systemic thinking, anticipating obstacles, AND, most of all relationship-and trust-building. Things that come to us naturally.<\/p>\n\n\n\n<p><strong>But, we do have inherent obstacles. Obstacles we can overcome:<\/strong> finding ways to market effectively and prospect to fill our sales pipeline.<\/p>\n\n\n\n<p><strong>Public speaking is an equal opportunity fear, whether you\u2019re an introvert or extrovert.<\/strong> And the four strategies for overcoming that fear are, desensitize yourself, recognize that it\u2019s about delivering a performance, over prepare, and rehearse + rehearse + rehearse.<strong>&nbsp;<\/strong><\/p>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-resources\"><strong>Resources<\/strong><\/h1>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-introvert-extrovert-assessments\">Introvert-Extrovert Assessments<\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><em>The Quiet Revolution Personality Test:<\/em> <a href=\"http:\/\/www.quietrev.com\/the-introvert-test\/\">quietrev.com\/the-introvert-testom\/<\/a> (short (10 questions) and free) RESULTS: Tells you if you\u2019re an introvert or extrovert.<\/li><li><em>Dan Pink \u201cTo Sell is Human\u201d Assessment<\/em>: <a href=\"http:\/\/www.danpink.com\/assessment\">danpink.com\/assessment<\/a> (short (18 questions) and free) RESULTS: Tells you if you\u2019re an introvert or extrovert.<\/li><li><em>Psychology Today Extroversion Introversion Test: <a href=\"http:\/\/www.psychologytoday.com\/us\/tests\/personality\/extroversion-introversion-test\">psychologytoday.com\/us\/tests\/personality\/extroversion-introversion-test<\/a><\/em>&nbsp;(longer (81 questions), with free and paid ($6.95\/$8.90) options) RESULTS: For $8.90 I received a seven-page PDF report, with three pages based on my responses and four pages of boilerplate content. It does provide a graph that tells you where you fall on the introversion-extroversion spectrum as well as four underlying measures. This tells you how much of an ambivert you are, which the two assessments above do not.<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-websites\">Websites<\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><a href=\"https:\/\/introvertdear.com\/\" target=\"_blank\" rel=\"noopener noreferrer\"><em>Introvert, Dear<\/em><\/a><\/li><li><em><a href=\"https:\/\/www.quietrev.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Quiet Revolution<\/a><\/em><\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-articles-and-papers\">Articles and Papers<\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><em><a href=\"http:\/\/knowledge.wharton.upenn.edu\/article\/analyzing-effective-leaders-why-extraverts-are-not-always-the-most-successful-bosses\/\">Analyzing Effective Leaders: Why Extraverts Are Not Always the Most Successful Bosses<\/a><\/em><\/li><li><em><a href=\"https:\/\/introvertdear.com\/news\/introvert-public-speaking-terrified\/\" target=\"_blank\" rel=\"noopener noreferrer\">How To Rock Public Speaking When You\u2019re An Introvert Who\u2019s Terrified By It<\/a><\/em><\/li><li><em><a href=\"https:\/\/heleo.com\/conversation-introverts-are-natural-disruptors-heres-why\/18057\/\">Introverts are Natural Disruptors\u2014Here\u2019s Why<\/a><\/em><\/li><li><em><a href=\"https:\/\/medium.com\/taking-note\/introvert-or-extrovert-heres-how-to-boost-your-productivity-94fce2d1c39\">Introvert or Extrovert? Here\u2019s How to Boost Your Productivity<\/a><\/em><\/li><li><a href=\"https:\/\/faculty.wharton.upenn.edu\/wp-content\/uploads\/2013\/06\/Grant_PsychScience2013.pdf\" target=\"_blank\" rel=\"noopener noreferrer\">Rethinking the Extraverted Sales Ideal: The Ambivert Advantage<\/a> by Adam Grant<\/li><\/ul>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-books\">Books<\/h2>\n\n\n\n<ul class=\"wp-block-list\"><li><em><a href=\"https:\/\/amzn.to\/2R6Gwt8\" target=\"_blank\" rel=\"noopener noreferrer\">Hiding in the Bathroom: An Introverts Roadmap for Getting Out There(When You\u2019d Rather Stay at Home)<\/a>&nbsp; by<\/em> Maura Aarons-Mele<\/li><li><a href=\"https:\/\/amzn.to\/2N4nwbG\" target=\"_blank\" rel=\"noopener noreferrer\"><em>Quiet: The Power of Introverts in a World That Can&#8217;t Stop Talking<\/em><\/a> by Susan Cain<\/li><li><a href=\"https:\/\/amzn.to\/2NHkeAe\" target=\"_blank\" rel=\"noopener noreferrer\"><em>The Introvert Advantage: How Quiet People Can Thrive in an Extrovert World<\/em><\/a> by Marti Olsen Laney, Psy.D.<\/li><\/ul>\n\n\n\n<h1 class=\"wp-block-heading\" id=\"h-related-posts\"><strong>Related Posts<\/strong><\/h1>\n\n\n\n<figure class=\"wp-block-embed-wordpress wp-block-embed is-type-wp-embed is-provider-going-solo-going-big\"><div class=\"wp-block-embed__wrapper\">\nhttps:\/\/goingsologoingbig.com\/five-myths-about-introverts-and-extroverts\/\n<\/div><\/figure>\n\n\n\n<figure class=\"wp-block-embed-wordpress wp-block-embed is-type-wp-embed is-provider-going-solo-going-big\"><div class=\"wp-block-embed__wrapper\">\nhttps:\/\/goingsologoingbig.com\/hows-your-hustle\/\n<\/div><\/figure>\n\n\n\n<figure class=\"wp-block-embed-wordpress wp-block-embed is-type-wp-embed is-provider-going-solo-going-big\"><div class=\"wp-block-embed__wrapper\">\nhttps:\/\/goingsologoingbig.com\/you-can-help-turn-consulting-taboo-into-trendy\/\n<\/div><\/figure>\n","protected":false},"excerpt":{"rendered":"<p>Have you considered starting a consulting practice but wondered whether an introvert is cut out for this career? Who\u2019s really an introvert, and can we build successful businesses? 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