The Introvert's Edge

How the Quiet and Shy Can Outsell Anyone

The Introvert's Edge

Author: Matthew Pollard
Pub Date: January 2018
Print Edition: $17.95
Print ISBN: 9780814438879
Page Count: 240
Format: Paper or Softback
e-Book ISBN: 9780814438886

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Table of Contents

Foreword by Judy Robinett xv

1. When Introverts Fail at Sales 1

The Problem with Introverts 5

What Happens Without Sales 9

The Myth of the Salesman 12

Knocking on Ninety-Three Doors 15

There's Got to Be a Better Way 19

Alex Becomes a Sales Powerhouse 22

7 Steps to the Introvert's Edge 26

2. Set the Stage (STEP ONE: TRUST AND AGENDA) 35

The Power of Indifference vs. the Reek of Desperation 40

The System Over the Sale 43

The Importance of Trust 46

Quickly Establishing Rapport 49

Quickly Establishing Credibility 53

No Hidden Agenda 58

Show Them the Script 61

Don't Let Your Customers Run Your Machines 62

3. Mine for Gold (STEP TWO: ASK PROBING QUESTIONS) 65

Find the Bleeding 68

Listen, Not to Answer but to Understand 72

Find the Pattern in the Questions 76

Asking the Right Questions 78

Getting Strangers to Open Up 82

4. Speak to the Right Person (STEP THREE: QUALIFICATION) 85

Getting Past the Gatekeeper 90

Don't Waste Your Time 91

Be Nice to the Secretary 93

Why Is This Step Three? 94

People Love to Qualify 96

5. Don't Sell--Tell (STEP FOUR: STORY-BASED SELLING) 99

Embed the Solution in a Story 105

The Science of Storytelling 107

Crafting Your First Story 109

6. Don't Argue--Augment (STEP FIVE: DEALING WITH OBJECTIONS) 115

Sidestep Objections 122

Don't Sell Yourself as a Salesperson 124

7. Take Their Temperature (STEP SIX: TRIAL CLOSE) 127

Toe in the Water 131

The Double-Bind 133

8. Ask Without Asking (STEP SEVEN: ASSUME THE SALE) 137

How to Handle Price 143

Don't Treat Sales like Glass 146

Find a Way, Not an Excuse 151

9. Perfect the Process 155

Do an Eval on Yourself. Really. 160

One Thing at a Time 162

10. The Introvert's Edge in Real Life 165

The Ghost of Business Past 167

What I Did Then 173

What I Do Now 175

Why Bother? 187

11. Mastery 189

Everyone Loves Options 194

Preparing to Scale 195

Don't Surrender Your Business 198

When Sales and Marketing Work in Unison 200

The Introvert's Edge 208

About the Author 209

References and Further Reading 213

Index 215

Acknowledgements 219

Bonus: Your Exclusive Invitation 221

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