The introvert's edge
Subtitle: how the quiet and shy can outsell anyone
By: Matthew Pollard with Derek Lewis
Contributors: Lewis, Derek Brandon, 1983- author
Publisher: AMACOM, American Management Association; AMACOM
Published: 2018
Language: eng
Number of pages: 222
ISBN-13: 9780814438879
Subjects: Selling
Notes: Includes bibliographical references (pages 213-214) and index.
Table of contents: title: When introverts fail at sales; title: Set the stage (step 1: Trust and agenda); title: Mine for gold (Step 2: Ask probing questions); title: Speak to the right person (Step 3: Qualification); title: Don't sell-tell (Step 4: Story-based selling); title: Don't argue-augment (Step 5: Dealing with objections); title: Take their temperature (Step 6: Trial close); title: Ask without asking (Step 7: Assume the sale); title: Perfect the process; title: The introvert's edge in real life; title: Mastery; title: Acknowledgments.