I'd argue the author is half right: people want their sales person to have these qualities (which there is plenty of evidence that introverts are better at). Wh

I'd argue the author is half right: people want their sales person to have these qualities (which there is plenty of evidence that introverts are better at). What he's wrong about is that people are willing to give up the social skills they are used to in good extroverted sales people. You still need those social skills to get your foot in the door. 9/10 what people want is extroverted sales people who've put effort into developing these other (often introvert-attributed) skills to round things out. Yes, the cartoon stereotype of the sleazy extrovert salesman is out. Everybody is on the lookout for them. Consequently, in the meantime, real extrovert sales people have gotten the memo and adapted. I find it very easy to classify people I meet into the different personality categories (introvert/extroverted, thinkers/feelers,serious/casual,etc.) I'm an introvert and I can spot these well-rounded extroverts salespeople a mile away. I appreciate their efforts to tune into my wavelength and I can tell when they are operating outside their natural strengths to do so. Anyone willing to adapt like this I am happy to do business with and be sold to by them.