From: Dan Beaulieu
The Introvert’s Edge: How Quiet and Shy Can Outsell Anyone
By Matthew Pollard with Derek Lewis
Copyright 2018 Amacon
Price $ 17.95
Pages: 222 and Index
This new book by Matthew Pollard banishes the notion that only extroverts can sell. Gone is the idea that the back slapping, glad handling, joke saying, method of selling is the only way to go. This is a book for all the other ones. The ones who are shy but thoughtful, slower talking but pensive, quiet but methodical, the introverts. Those who almost never get chosen for sales jobs because of their “lack of personality” or so we think.
If you are on of these people, these introverts, or you have some on your team, this is a must read for you and yes anyone who feels that do not have the characteristics it takes to be the next Professor Henry Hill. Well, actually as this book points out, you don’t have to be a Henry Hill to succeed in sales.
Truth be known, introverts make the best sales people in the end because they are willing to work. They are willing to plan, and they are willing to do what it takes to win that order. Introverts do the homework rather than just wing it like extroverts do.
Introverts are willing to plan, and they are willing to follow the plan.
In this book Pollard lays out a seven-step process designed to make the introverts who follow it successful in sales. Actually, anyone who follows the process can be successful. So, there is hope for those pushy extroverts as well.
Look at the seven steps and you’ll get an idea as to how this process works and yes, how it is very well-suited for the quieter, more introverted type of sales person:
- Set the stage: Trust and Agenda
- Mine for Gold: Ask probing questions
- Speak to the right person: Qualification
- Don’t sell-tell: Story based selling
- Don’t argue-augment: Dealing with objections
- Take their temperature: Trail close
- Ask without asking: Assume the sale
As these steps of the process demonstrate, they are customer made for an introverted person who wants to succeed in sales and a sales manager who wants to coach his sales team.
This is one of the most important tales training books of the year or maybe the decade. Don’t pass this one up. Buy and read it now.