The Introvert's Edge: How the Quiet and Shy Can Outsell Anyoneby Matthew Pollard, Derek Lewis Published 04 Jan 2018
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An introvert? Great at sales? YES.
Sales is a skill anyone can learn and master — and introverts are especially good at it once they learn how to leverage their natural strengths.
Introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer’s objections. That’s the beauty of The Introvert’s Edge: it doesn’t focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y. Powerful and practical, the book reveals how to:
Find natural confidence ● Prepare for every situation ● Present your value so that customers want to buy ● Sidestep objections ● Judge when the customer’s ready to buy ● Ask for the sale — without asking ● Continually adapt and improve ● Profit from a process that doesn’t rely on personality ● Enjoy sales
With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert’s Edge shows you how to succeed in sales — without changing who you are.
"The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone" Reviews
Seems reasonable. Follow a script including chit-chat, agenda, determining pain points, assuming the sale, telling stories of examples of people like the prospects. Do all this on top of introvert's innate listening skills, etc.
The Introvert's Edge. It was that unusual title that enticed me to pick up this book. There are more extroverts than introverts in our world, and to our introverted eyes, there don't seem to be many advantages or "edges" that we have over our peers.
"Introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer’s objections. That’s the beauty of The Introvert’s Edge: it doesn’t focus on the sale itself but on a sales system that helps introverts feel sincere instead of sales-y." says the blurb.
The book is true to this. It offers practical solutions to the 'the only way to sell is to pick up the phone and cold call people until you're done' dilemma. I think even extroverts would benefit from the stories. They're real, and get you thinking about your personality and how to use your strengths to do the job differently, well and in a way that is true to yourself. All good things, that should result in better outcomes, in my view.
Read my full review here.
We have had Jess working for us for 6 months, when we met her she was a shy girl who came to an interview with her boyfriend (a total extrovert) who we were going to give a sales position to. We gave Jess a go after her boyfriend said she was really smart but very quiet,...I mean very quiet...... we have had very little in the way of sales results, nada, zero, no bookings but I can say she learned quickly, we knew it was her first job out of school and felt somewhere down inside there was a good salesperson, at least we were hoped for this. We stuck with Jess because she was pleasant, detailed, we knew she was an introvert so I gave Jess a copy of your book The Introvert's Edge. This week she turned the corner with three hot leads and one booking which she has managed from start to finish. I asked her yesterday what has made the difference and she started quoting some of the tips from your book, like really, it was the boom which has turned her lights on. When she told me I got the shivers mate, I was really happy for her and naturally because it was The Introvert's Edge which has given her the confidence to sell. So.... I would like to thank you for writing the book, it has made the difference between wasting many months training and investment in Jess to getting an outcome like this. The tone of her voice, her new and revitalized attitude, her results are just mind-blowing. I know Jess will be with us for the long run. Michelle and I are very excited about this progress. We have a gem of a person working with us who is now excited about getting the next sale!
I bought this book because I wanted to understand a little bit more about introverts, so I can improve myself and understand others better. In the end, this book is totally related to sales and part of it was not so interesting to me.
I have to say that his method seems to be really good. The example (and testimonial) he shows close to the end of the book proves (at least for me) everything he wrote in the book. It was very persuasive, easy to follow, structured, and good for introverts.
The book is good for introverts who have to deal with sales somehow, or for those who don't understand how would it be possible for an introvert to deal with sales. I learned some tricks, but it's not life-changing for my current context.
Here are my notes for this book:
* Introverts take their energy from being alone. Extroverts get it by being with people
* Introverts usually hate chitchat or small talks and rather prefer meaningful conversations.
* People usually tend to work on things they are comfortable. Engineers tend to look for engineering instead of trying sales
* Sales is a skill anyone can learn and introverts make the best salesperson
* Talk to the right person to solve your problem. (or to deliver your sales pitch)
* Extroverts depend on external forces/people. Introverts follow a plan and depend on themselves only
* Finland is the country with more introverts
* For introverts (who hate small talks) it's better to have a plan to execute when small talks are needed. It should consider something you like and works for you
* Introverts don't rely on personality, and plans beat personality in the long run
* Don't tell people what you sell. Understand people's problems and offer a solution using what you have to offer
* Don't win the fight and lose the sale. There's not that much advantage on that
* Instead of saying that the client is wrong (somehow), use: "this is what happens when "
* Introverts tend to suffer from anxiety more than extroverts
* Always have more than one prospects to present your idea, it reduces the pressure
* When introverts afford to be indifferent, they often get the best deals.
* Trust is the base of everything else. Gain their trust and empathy before selling anything.
* Introverts don't like to show themselves explicitly
* When setting a value for a presentation or something, you should give a hint of your professional experience so they can value you. * * You don't have to throw them your resume, but give them a hint that you know your stuff and is well positioned in the market
* Have an agenda before a conversation. You should let him/her you know that you know what you're doing and he can trust you to guide it
* Don't give many options to your customer or it will decrease the change of him buying something. It's related to the paradox of choice
* Ask the right questions, in the right order, moving to the heart of their problem, and showing you have what they need
* Get through the gatekeeper. Secretaries and other people who stay between you and the person who actually has the power to take the decision. Be kind and direct by saying what you are selling and asking for who you should be talking to.
* Tell, not sell. Use stories to get the attention of the buyer, we relate ourselves to stories a lot. "When sleeping, the body is resting but the mind is telling you stories"
* A story must show why it's important and also where the protagonist was before and what he became
* Learn decent sales or you may be a hostage of your salesperson
It's worth saying that I highly recommend How to Win Friends and Influence People to everyone I know. It's about sales, but not only sales. 👍
I Am Sold..!
Who would have thought anybody could sell the idea I - confessed introvert - could get to like Sales..? Well, Matthew and Jamie made this happen.
This is a great guide for startups, blossoming entrepreneurs, and any professional who loves helping others, but has hesitation (or dread) of sales keeping those who need that help away.
Introvert traits that might make us feel a bad fit for selling our service, our skills (like for career promotion) or products are actually what makes us a perfect fit. My favorite takeaway is that Sales is not that snake oil thing. Actually, it is all about helping others. Price is more an afterthought, a deserved compensation for value added. This book is wholeheartedly recommended. I read through it in one day, and will come back to the concise advice, regularly!
The shy, quiet introvert can outsell anyone and sell with the best of them: this is the core claim of this book that may give hope to those who assume that only the bold and brash can succeed. Whether the book can tip the balance and change the reader’s psychological state remains to be seen, but it doesn’t hurt to try. There is a lot to be said for a calm, authoritative and low-key sales process!
It is quite possible that even an extrovert, or someone who believes in any case they are neither extrovert or introvert, could get some salesmanship knowledge and support from the book. It might be subtle, it might appear to be commonsense, and it might appear to be less-related to hard-core sales techniques but when deployed all of the pieces may fit together and get the introvert talking and hopefully selling. The book’s low price means that it is hardly going to break the bank and it is more than possible that something, at least, of use and value will emerge, even if you don’t fully get on-side with it.
As a reviewer, I am always sceptical of instant cure-type books, but this may also be subject to some cultural differences. Within this genre, in any case, this book appears to be quite authentic, helpful and guiding, without needing to rely on faux enthusiasm and propelling unrealistic promises into the reader’s mind. As well as the advice, it is backed up with various stories about introverted salespeople, business owners and entrepreneurs who have either overcome their introversion or have not really acknowledged it to be a hindrance within their work. Overcoming or circumventing something need not imply change, at least not anything traumatic! You may just be refocussing something…
Certainly, I can agree with a lot of the author’s sentiments and advice and perhaps introversion is not as black-and-white as many imagine. I believe it is quite nuanced at times, situation-dependent and by no means an automatic, uncorrectable negative. Viewing the book as a mixture of conversation and gentle guide, I found it a pleasant reading companion that was quite giving, even perhaps to somebody who doesn’t necessarily think that their behaviour and mindset needs addressing.
Definitely worthy of consideration, in other words!