Lenny Rachitsky: uncertainty

Transcript context

…That's funny. But actually, I'm glad you said that because what I really do think, and the research bears this out too, the best-performing teams and companies really are a mix of both. We so desperately need both types. And introverts and extroverts tend to really enjoy each other's company because we compliment each other so well. And it's very easy to admire strengths and traits that we don't have ourselves. So there's a kind of mutual admiration that goes on as well. Speaking of that, it reminds me of, I don't know if this was in your book or a different book, there's some data that shows salespeople that are more introverted are actually more successful. Does that ring a bell? I think that the most recent study I've seen shows the most successful salespeople are ambiverts, because they're extroverted enough to close the deal, they're introverted enough to do the listening that good salesmanship usually requires. But having said that, you could be successful any which way. And in Quiet, my book, I profiled a guy who was like, I don't remember the exact detail, but something like the leading salesperson of the year of Cutco Knives, and he talked about how he would just go and do these deep listening sessions with his customers and really figure out what they needed, and they trusted him because he was authentically, curiously listening to them. So yeah, which is to say there's, whatever strength you have, you figure out how to maximize it.…

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