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by Derek Lewis, Matthew Pollard
The Introvert's Edge
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
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