The Introvert’s Edge by Pollard, Matthew -- Read -- Imperial Library of Trantor

Index

Cover Title Contents Foreword 1 When Introverts Fail at Sales

The Problem with Introverts What Happens Without Sales The Myth of the Salesman Knocking on Ninety-Three Doors There’s Got to Be a Better Way Alex Becomes a Sales Powerhouse 7 Steps to the Introvert’s Edge

2 Set the Stage (Step One: Trust and Agenda)

The Power of Indifference vs. the Reek of Desperation The System Over the Sale The Importance of Trust Quickly Establishing Rapport Quickly Establishing Credibility No Hidden Agenda Show Them the Script Don’t Let Your Customers Run Your Machines

3 Mine for Gold (Step Two: Ask Probing Questions)

Find the Bleeding Listen, Not to Answer but to Understand Find the Pattern in the Questions Asking the Right Questions Getting Strangers to Open Up

4 Speak to the Right Person (Step Three: Qualification)

Getting Past the Gatekeeper Don’t Waste Your Time Be Nice to the Secretary Why Is This Step Three? People Love to Qualify

5 Don’t Sell—Tell (Step Four: Story-Based Selling)

Embed the Solution in a Story The Science of Storytelling Crafting Your First Story

6 Don’t Argue—Augment (Step Five: Dealing With Objections)

Sidestep Objections Don’t Sell Yourself as a Salesperson

7 Take Their Temperature (Step Six: Trial Close)

Toe in the Water The Double-Bind

8 Ask Without Asking (Step Seven: Assume the Sale)

How to Handle Price Don’t Treat Sales like Glass Find a Way, Not an Excuse

9 Perfect the Process

Do an Eval on Yourself. Really. One Thing at a Time

10 The Introvert’s Edge in Real Life

The Ghost of Business Past What I Did Then What I Do Now Why Bother?

11 Mastery

Everyone Loves Options Preparing to Scale Don’t Surrender Your Business When Sales and Marketing Work in Unison The Introvert’s Edge

About the Author References and Further Reading Index Acknowledgements Bonus: Your Exclusive Invitation Free Sample From Sell with a Story About AMACOM Books Copyright