RETAILOBSERVER.COM JANUARY 2018
14
C
ontrary to all myths and beliefs, I discovered that introverts make
the best salespeople," says Matthew Pollard, an internationally
sought out sales trainer and introvert. In The Introvert's Edge:
How the Quiet and Shy Can Outsell Anyone, Pollard shares a proven and
practical system to help natural introverts sell their unique business—with
confidence, authenticity, and results.
Extroverts' sales are driven by their personality and, as Pollard observes,
their mood. Sociable and gabby salespeople can turn pushy and obnoxious
when extroverts experience stress or negativity in their personal lives.
Lacking the qualities of a natural born salesperson, introverts have to rely
on a process. As Pollard knows from experience, an introverts' dependable
sales process yields better sales outcomes than an extrovert's personality—
especially when it taps into their natural strengths for listening and analysis.
Filled with sales insights and advice from an introvert's perspective, plus
inspiring stories of introverted entrepreneurs and business owners, The
Introvert's Edge presents a seven-step framework that introverts can easily
follow and adapt to achieve sales success, consistently. Along the way,
introverts will learn how to:
• Quickly establish rapport and credibility with prospects—with no hidden
agenda
• Listen to understand a customer's needs and get strangers to open up
• Engage and shine at story-based selling
• Sidestep objections and avoid arguing
• Assume the sale and close the deal, without asking... and best of all,
• Continually improve and genuinely enjoy selling
B O O K R E V I E W
THE INTROVERT'S EDGE:
How the Quiet and Shy Can Outsell Anyone
Author: Matthew Pollard, known as "The Rapid Growth Guy", works with businesses around
the world, from startups to corporations such as Microsoft and Capitol One. A native of
Australia, he now lives in Austin, Texas, and is the founder of Austin's Small Business
Festival. As surveys show, more than one-half of Americans self-identify as introverts.
Challenging stereotypes about salespeople, The Introvert's Edge is a welcome and
reassuring guide for professional salespeople, as well as self-starting business owners.
Publisher: AMACOM
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