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Why Introverts Will Thrive in Our Post-Pandemic Business World

Executive Summary

Psychologists first recognized introverts as a personality type in the 1900s, but it wasn't until author and sales professional Matthew Pollard published The Introvert's Edge that many saw how valuable their skills could be to boosting business revenue.

  • Studies show that since the pandemic, expectations of sales interactions and leadership have changed radically.
  • People value reliability and helpfulness over charisma and confidence; speed, transparency, and expertise over small talk and charm.
  • Introverts are poised to succeed in the post-pandemic business world, especially when equipped with Pollard's groundbreaking sales system developed specifically around the personality type.

Traditionally, business and entrepreneurship have been considered the realms of extroverts. After all, extroverts are seen as the ones who can comfortably schmooze with colleagues and prospects, deliver powerful presentations, easily make new connections, inspire teams, and of course, excel as salespeople.

There’s just one problem: the idea that extroversion is required for business success is a myth, and always has been. Just ask introverts like Zig Ziglar, Warren Buffet, Elon Musk, and Bill Gates.

The truth is that introverts have everything they need to be successful in all elements of the business world. If that wasn’t clear prior to the pandemic, it certainly is now.

COVID-19 has brought about significant changes in the way we all do business, across industries and around the world. From remote work, to virtual networking and sales, to adjustments in leadership styles, to increased ecommerce and more, we have entered a new business era: One that recognizes and embraces the qualities that make us introverts shine.

The Research on Introversion, COVID, and Business

The studies on business in our new reality are pouring in, and one thing is clear. The qualities of introverts I’ve long celebrated – empathy, active listening, analytical thinking skills, and preparation – are perfectly suited to this moment.

For example, a recent study from the Journal of Business and Psychology found that what remote workers want most in a leader are reliability and helpfulness. This is a stark contrast from pre-pandemic studies that identified confidence and charisma as the most sought-after leadership qualities.

Sales has undergone a similar shift. Pre-COVID, prospects might not have minded some extended, in-person small talk and charm. They might have even appreciated it. Now, however, according to McKinsey, salespeople must focus on what buyers value most: speed, transparency, and expertise, all with a human touch. These are areas in which introverts excel by leveraging their skills of preparation, empathy, and helpfulness.

Can Introverts Really Master Sales?

In 2018 I published my first book, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone, because I wanted to prove that not only can introverts succeed at sales, we can actually beat our extroverted counterparts hands down.

How? By relying on process over personality, empathy over charisma, and value over hype.

It turns out, I was on to something. The Introvert’s Edge has since become the #8 most-sold book on Amazon, listed by HubSpot as one of the “32 Most Highly Rated Sales Books of All Time,” and named by BookAuthority as the #2 “Best Introvert Book of All Time.”

And that was all before the pandemic. In our new world, creating a reliable, helpful sales process tailored to the prospect’s unique needs is crucial. The freewheeling face-to-face meeting isn’t going to cut it. Buyers have a lot on their minds, and maybe not quite as much in their wallets.

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Now that the pandemic has altered prospects’ expectations and needs, the sales system described in the book is even more powerful. Not only does the introverted salesperson avoid the pushy bulldog techniques that make them feel sleazy and uncomfortable, but the prospect avoids the kind of blustery, generic pitch they no longer have the time or energy to endure.

The strategies I offer in The Introvert’s Edge will likely sound familiar to any student of sales training. I’ve just put them in a clear, repeatable, step-by-step process that you can tailor to your own product or service. It’s a system that’s worked for introverts for years now – and that today has the added benefit of being exactly the sales presentation that buyers want in our new reality.

For a full explanation of each step, you can download the first chapter of The Introvert’s Edge free here. Simply following the steps in the free chapter will double your sales in the next 60 days. And if you choose to purchase the full book, you’ll receive exclusive bonuses, including a full video implementation training, real-world case studies, and access to a private Facebook community.

The Changes Are Here to Stay

The world is vastly different than it was just six months ago, and we are likely never going back. However, opportunity can be found even in the most challenging times. The silver lining for introverts is that the business world is finally recognizing the many qualities that make us incredible leaders, entrepreneurs, and salespeople.

This is the time for introverts to hone our skills, learn new ones, and take the business world by storm.

Matthew Pollard

As a highly introverted teenager, Matthew fell into sales when the company he worked for went bankrupt, and commission-only sales was the only job he could find. His first day, he received 92 rejections in a row, and knew something had to change. Matthew created, practiced, and perfected his system, and fast became the #1 salesperson at the largest sales and marketing firm in the southern hemisphere – and in charge of training all the sales teams. By age 30, he was responsible for five multi-million dollar business success stories across a diverse range of industries. Called “the real deal” by Forbes and listed by Global Gurus as the World’s #14 Sales Professional for 2019, Matthew has worked with multiple Fortune 500 companies to skyrocket sales, and has transformed thousands of struggling businesses.

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