The introvert's edge : how the quiet and shy can outsell anyone

Pollard, Matthew (author.). Lewis, Derek Brandon, 1983- (author.).

Record details

ISBN: 9780814438879
ISBN: 0814438873
Physical Description: print
xviii, 222 pages ; 23 cm
Publisher: New York, NY : AMACOM--American Management Association, [2018]
Copyright: ©2018

Content descriptions

Bibliography, etc. Note:

Includes bibliographical references (pages 213-214) and index.

Formatted Contents Note:

When introverts fail at sales -- Set the stage (step 1: Trust and agenda) -- Mine for gold (Step 2: Ask probing questions) -- Speak to the right person (Step 3: Qualification) -- Don't sell-tell (Step 4: Story-based selling) -- Don't argue-augment (Step 5: Dealing with objections) -- Take their temperature (Step 6: Trial close) -- Ask without asking (Step 7: Assume the sale) -- Perfect the process -- The introvert's edge in real life -- Mastery -- Acknowledgments.