Extraverted Sensing Quotes

A few of us are extraverts. A few of us are introverts. But most of us are ambiverts, sitting near the middle, not the edges, happily attuned to those around us. In some sense, we are born to sell.

Complaints of feeling cut off, shut off, out of touch, feeling apart or strange, of things being out of focus or unreal, of not feeling one with people, or of the point having gone out of life, interest flagging, things seeming futile and meaningless, all describe in various ways this state of mind. Patients usually call it 'depression', but it lacks the heavy, black, inner sense of brooding, of anger and of guilt, which are not difficult to discover in classic depression. Depression is really a more extraverted state of mind, which, while the patient is turning his aggression inwards against himself, is part of a struggle not to break out into overt angry and aggressive behaviour. The states described above are rather the 'schizoid states'. They are definitely introverted. Depression is object-relational. The schizoid person has renounced objects, even though he still needs them.

THE CONDUCT OF extraverts is based on the outer situation. If they are thinkers, they tend to criticize or analyze or organize it; feeling types may champion it, protest against it, or try to mitigate it; sensing types may enjoy it, use it, or good naturedly put up with it; and intuitives tend to try to change it.

Finally, although extraverts certainly have more worldly wisdom and a better sense of expediency, introverts have a corresponding advantage in unworldly wisdom. They are closer to the eternal truths. The contrast is especially apparent when an extravert and an introvert are brought up side by side in the same family. The introvert child is often able to grasp and accept a moral principle—“yours and mine,” for example—in its abstract form. The extravert child is usually unimpressed by the abstract principle, and usually must experience it; then, having learned the hard way what others think, the extravert has a basis for conduct.

Groups are capable of being as moral and intelligent as the individuals who form them; a crowd is chaotic, has no purpose of its own and is capable of anything except intelligent action and realistic thinking. Assembled in a crowd, people lose their powers of reasoning and their capacity for moral choice. Their suggestibility is increased to the point where they cease to have any judgment or will of their own. They become very ex­citable, they lose all sense of individual or collective responsibility, they are subject to sudden accesses of rage, enthusiasm and panic. In a word, a man in a crowd behaves as though he had swallowed a large dose of some powerful intoxicant. He is a victim of what I have called "herd-poisoning." Like alcohol, herd-poison is an active, extraverted drug. The crowd-intoxicated individual escapes from responsibility, in­telligence and morality into a kind of frantic, animal mindlessness.

The prudent restraint of a blameless conscience puts such a bandage over Epimetheus’ eyes that he must blindly live his myth, but ever with the sense of doing right, because he always does what is expected of him, and with success ever at his side, because he fulfils the wishes of all. That is how men desire to see their king, and thus Epimetheus plays his part to the inglorious end, never forsaken by the spine-stiffening approval of the public. His self-assurance and self-righteousness, his unshakable confidence in his own worth, his indubitable “right-doing” and good conscience, present an easily recognizable portrait of the extraverted character as depicted by Jordan. Let us hear how Epimetheus visits the sick Prometheus, desiring to heal his sufferings:

Identification with one particular function at once produces a tension of opposites. The more compulsive the one-sidedness, and the more untamed the libido which streams off to one side, the more daemonic it becomes. When a man is carried away by his uncontrolled, undomesticated libido, he speaks of daemonic possession or of magical influences. In this sense manas and vac are indeed mighty demons, since they work mightily upon men. All things that produced powerful effects were once regarded as gods or demons. Thus, among the Gnostics, the mind was personified as the serpent-like Nous, and speech as Logos. Vac bears the same relation to Prajapati as Logos to God. The sort of demons that introversion and extraversion may become is a daily experience for us psychotherapists. We see in our patients and can feel in ourselves with what irresistible force the libido streams inwards or outwards, with what unshakable tenacity an introverted or extraverted attitude can take root. The description of manas and vac as “mighty monsters of Brahman” is in complete accord with the psychological fact that at the instant of its appearance the libido divides into two streams, which as a rule alternate periodically but at times may appear simultaneously in the form of a conflict, as an outward stream opposing an inward stream. The daemonic quality of the two movements lies in their ungovernable nature and overwhelming power. This quality, however, makes itself felt only when the instinct of the primitive is already so stunted as to prevent a natural and purposive counter-movement to one-sidedness, and culture not sufficiently advanced for man to tame his libido to the point where he can follow its introverting or extraverting movement of his own free will and intention.

A further result of the abstracting attitude of consciousness, and one whose significance will become more apparent in the course of our exposition, is that the unconscious develops a compensating attitude. For the more the relation to the object is restricted by abstraction (because too many “experiences” and “laws” are made), the more insistently does a craving for the object develop in the unconscious, and this finally expresses itself in consciousness as a compulsive sensuous tie to the object. The sensuous relation to the object then takes the place of a feeling relation, which is lacking, or rather suppressed, because of abstraction. Characteristically, therefore, Schiller regards the senses, and not feelings, as the way to divinity. His ego makes use of thinking, but his affections, his feelings, make use of sensation. Thus for him the schism is between spirituality in the form of thinking, and sensuousness in the form of affectivity or feeling. For the extravert the situation is reversed: his relation to the object is highly developed, but his world of ideas is sensory and concrete.

These characteristics are individual peculiarities which we must not import into our conception of the introverted or extraverted attitude. In a man whose attitude is predominantly reflective, the Apollinian perception of inner images produces an elaboration of the perceived material in accordance with the nature of intellectual thinking. In other words, it produces ideas. In a man whose attitude is predominated by feeling a similar process results: a “feeling through” of the images and the production of a feeling-toned idea, which may coincide in essentials with an idea produced by thinking. Ideas, therefore, are just as much feelings as thoughts, examples being the idea of the fatherland, freedom, God, immortality, etc. In both elaborations the principle is a rational and logical one. But there is also a quite different standpoint, from which the rational and logical elaboration is not valid. This is the aesthetic standpoint. In introversion it dwells on the perception of ideas, it develops intuition, the inner vision; in extraversion it dwells on sensation and develops the senses, instinct, affectivity. From this standpoint, thinking is not the principle of an inner perception of ideas, and feeling just as little; instead, thinking and feeling are mere derivatives of inner perception and outer sensation.

In this very remarkable passage much is contained that we have already discussed. When the energy of positive thinking is supplied to feeling-sensation, which would amount to a reversal of the introverted thinking type, the qualities of undifferentiated, archaic feeling-sensation become paramount: the individual relapses into an extreme relatedness, or identity with the sensed object. This state is one of inferior extraversion, an extraversion which, as it were, detaches the individual entirely from his ego and dissolves him into archaic collective ties and identifications. He is then no longer “himself,” but sheer relatedness, identical with the object and therefore without a standpoint. The introvert instinctively feels the greatest resistance to this condition, which is no guarantee that he will not unconsciously fall into it. It should on no account be confused with the extraversion of the extraverted type, inclined as the introvert is to make this mistake and to display for this extraversion the same contempt which, at bottom, he always feels for his own.63 Schiller’s second instance, on the other hand, is the purest illustration of the introverted thinking type, who by amputating his inferior feeling-sensations condemns himself to sterility, to a state in which “humanity can reach him as little from without as from within.

22 ESFP Extraverted, Sensing, Feeling, Perceiving “Don’t Worry — Be Happy!” Profile 1: Larry “If the sky were the limit and I could do anything, I’d do just what I’m doing now.” Larry is a forty-one-year-old pediatrician specializing in childhood arthritis. He keeps the thank-you notes and letters he has received from patients and their families. It’s one of the ways he knows that he’s doing a good job. But the living testimonial he uses is the story of the child

What’s more, when Grant plotted total revenue over the three months against employees’ scores on the 1-to-7 scale, he found a distinct, and revealing, pattern. Indeed, revenue peaked between 4 and 4.5—and fell off as the personality moved toward either the introvert or extravert pole. Those highest in extraversion fared scarcely better than those highest in introversion, but both lagged behind their coworkers in the modulated middle.31 “These findings call into question the longstanding belief that the most productive salespeople are extraverted,” Grant writes.32 Instead, being too extraverted can actually impair performance, as other research has begun to confirm. For example, two recent Harvard Business Review studies of sales professionals found that top performers are less gregarious than below-average ones and that the most sociable salespeople are often the poorest performers of all.33 According to a large study of European and American customers, the “most destructive” behavior of salespeople wasn’t being ill-informed. It was an excess of assertiveness and zeal that led to contacting customers too frequently.34 Extraverts, in other words, often stumble over themselves. They can talk too much and listen too little, which dulls their understanding of others’ perspectives. They can fail to strike the proper balance between asserting and holding back, which can be read as pushy and drive people away.* The answer, though, isn’t to lurch to the opposite side of the spectrum. Introverts have their own, often reverse, challenges. They can be too shy to initiate and too timid to close. The best approach is for the people on the ends to emulate those in the center. As some have noted, introverts are “geared to inspect,” while extraverts are “geared to respond.”35 Selling of any sort—whether traditional sales or non-sales selling—requires a delicate balance of inspecting and responding. Ambiverts can find that balance. They know when to speak up and when to shut up. Their wider repertoires allow them to achieve harmony with a broader range of people and a more varied set of circumstances. Ambiverts are the best movers because they’re the most skilled attuners. For most of you, this should be welcome news. Look again at the shape of the curve in that second chart. That’s pretty much what the distribution of introverts and extraverts looks like in the wider population.36 A few of us are extraverts. A few of us are introverts. But most of us are ambiverts, sitting near the middle, not the edges, happily attuned to those around us. In some sense, we are born to sell.

Another basic difference in people’s use of perception and judgment arises from their relative interest in their outer and inner worlds. Introversion, in the sense given to it by Jung in formulating the term and the idea, is one of two complementary orientations to life; its complement is extraversion. The introvert’s main interests are in the inner world of concepts and ideas, while the extravert is more involved with the outer world of people and things.

In the previous chapter, reference was made to two factors which promoted a person’s recovery from neurotic disorders: first, the adoption of some scheme or system of thought which appeared to make sense of the patient’s distress; secondly, the achievement of a fruitful relationship with another person. The need to make sense of one’s experience is, of course, not confined to neurotic distress, but is an essential part of man’s adaptation as a species. The development of intelligence, of consciousness, of partial emancipation from the governance of instinctive patterns, has made man into a reflective animal who feels the need to interpret, and to bring order to, both the world of external reality and the inner world of his imagination. Much of the emphasis placed on the transference situation in psycho-analysis is due to its being an element common to different psycho-analytic schools. The factor of making sense of the patient’s experience is underemphasized partly because different analysts may view the same experience in very different ways. In the end, one has to make sense of one’s own life, however influential guidance from mentors may have been. The pattern made is not necessarily ‘true’ in any provable fashion, although it is possible to say that some views are closer to what is objectively known of the world than are others. But the need is there; and if it appears more obviously in the psychology of introverts, convergers, and patterners than it does in the psychology of extraverts, divergers, and dramatists, this does not mean that it is not present in the latter group as well as in the former. Even the most introverted persons need some human relationships; even the most extraverted persons need some pattern and order in their lives.

Research on those with the intention and sense of having the ability to start one’s own business (entrepreneurial intention) has tended to identify a “heroic,” extraverted, not-very-sensitive type. However, HSPs have also been found to have a strong entrepreneurial intention, being skilled at recognizing opportunities (depth of processing, aware of subtle stimuli, creativity, etc.) and motivated to be self-employed and manage their own energy and resources— something I discuss in the chapter on work. Finally, John Hughes, an interim CIO and an author on best practices for CEOs, has written on the reasons HSPs make exceptional leaders. First, they notice what others miss, having a greater sense of what is happening for their team. Second, they prefer to process more than simply to take action, often standing back to let others on their team receive credit. Third, and most important, they exhibit what is called “resonant leadership,” obtaining a “feel” for what is going on, often nonverbal, so that they lead with understanding and empathy. Such leaders tend to “say and do the right things at just the right time. This isn’t luck or magic, it’s their innate ability to feel deeply, process richly, and patiently consider the right words and actions for the moment.

Human consciousness is characterized by a strong extravert tendency that reaches for objects via the senses. Hence the Yoga masters call for the control of both the mind and the senses, citta-nigraha and indriya-nigraha. Buddhist Yoga speaks of three types of “thirsting” (trishna), or grasping: (1) thirsting for things of the world, (2) thirsting for rebirth, and (3) thirsting for liberation. While thirsting for liberation is preferable over the other two, it still represents a limitation. Therefore it, too, must be overcome. Nirvāna (nonblowing) was originally defined as the nonblowing of the wind of desire—for anything, including the impulse toward liberation. Nirvāna is realized only when every form of grasping is transcended. According to an old Buddhist model, human life unfolds as a play of twelve factors of dependent origination (pratītya-samutpāda): Ignorance (avidyā), which gives rise to Volitional activity (samskāra), which can be bodily, vocal, or merely mental and which represents either meritorious or demeritorious karma; this leads to Consciousness (vijnāna), which causes “Name and form” (nāma-rūpa), which stands for what today is called the body-mind as a whole and which gives rise to The “six bases” (shad-āyatana) consisting of the five senses and that part of the mind which processes sensory input; this leads to Contact (sparsha) with sense objects, which gives rise to Feeling (samveda), comprising pleasant, unpleasant, or neutral sensations; this evokes Craving (trishna), or the desire to unite with pleasant or separate from unpleasant experiences, which leads to Grasping (upadāna), which consists in one’s holding onto specific experiences, views, behaviors, or the sense of self as such; this causes “Becoming” (bhava), or a particular state of existence that corresponds to a person’s inner constitution, which leads to Birth (jāti), or the actual incarnation as a specific individual, which brings Ageing and death (jarā-marana). This causal nexus seeks to explain cyclic existence (samsāra) in terms of an individual’s journey from birth to death to rebirth, ad infinitum. This model makes it clear that cyclic existence is not due to any outside agency but the human mind itself. In other words, we are creating our destiny in every moment. Yoga further tells us that samsāra is not inevitable but that we can stop the vicious cycle by modifying our volitional activity and behavior. This good news is fundamental to all forms of Yoga. Greed is a phenomenon of the unregenerate psyche, which is under the spell of the conditioned nexus and has not taken control of its own destiny. Freedom from greed comes with nongrasping (aparigraha), which is based on the recognition that we are inherently complete and need nothing for our perfection.

I believe it’s time for you to know that, within the frame of reference of those standardized but extremely subtle and useful tests, you are so sane as to be an anomaly. Of course, I’m using the lay word ‘sane,’ which has no precise objective meaning; in quantifiable terms, you’re median. Your extraversion/introversion score, for instance, was 49.1. That is, you’re more introverted than extraverted by 0.9 of a degree. That’s not unusual; what is, is the emergence of the same damn pattern everywhere, right across the board. If you put them all onto the same graph you sit smack in the middle at 50. Dominance, for example; I think you were 48.8 on that. Neither dominant nor submissive. Independence/dependence—same thing. Creative/destructive, on the Ramirez scale—same thing. Both, neither. Either, or. Where there’s an opposed pair, a polarity, you’re in the middle; where there’s a scale, you’re at the balance point. You cancel out so thoroughly that, in a sense, nothing is left.

Linda Silverman, an expert on gifted children, found that the brighter the child, the more likely he or she will be introverted. Introverts are exceptionally creative even with something as simple as the number of unusual responses to a Rorschach inkblot test. They are also more flexible in a sense, in that sometimes they must do what extraverts do all the time, meet strangers and go to parties

Unlike Extraverted Sensing (Se), Ne is not attuned to concrete, sense data. Indeed, INTPs are among the oblivious to environmental details of all types, commonly missing things that seem obvious to others. Ne looks beyond sense data, allowing INTPs to discern unseen patterns, possibilities, and potentials. It is constantly scanning for relationships or patterns within pools of facts, ideas, or experiences. INTPs commonly exercise this receptive element of Ne in activities such as reading, researching, listening to talk radio, or engaging in conversation.

[Introverts] are also more flexible in a sense, in that sometimes they must do what extraverts do all the time, meet strangers and go to parties. But some extraverted people can avoid being introverted, turning inward, for years at a time.