| Description |
1 online resource (xviii, 233 pages) |
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data file |
| Bibliography |
Includes bibliographical references and index. |
| Contents |
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. |
| Summary |
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. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Selling.
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Selling. |
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selling. |
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BUSINESS & ECONOMICS -- Industrial Management. |
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BUSINESS & ECONOMICS -- Management. |
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BUSINESS & ECONOMICS -- Management Science. |
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BUSINESS & ECONOMICS -- Organizational Behavior. |
| Genre/Form |
Electronic books.
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| Added Author |
Lewis, Derek, 1983- author.
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| Other Form: |
Print version: Pollard, Matthew. Introvert's edge. New York, NY : AMACOM--American Management Association, [2018] 9780814438879 (DLC) 2017026069 |
| ISBN |
9780814438886 (electronic book) |
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0814438881 (electronic book) |
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9780814438879 (paperback) |
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