Table of Contents
Foreword by Judy Robinett xv
1. When Introverts Fail at Sales 1
The Problem with Introverts 5
What Happens Without Sales 9
The Myth of the Salesman 12
Knocking on Ninety-Three Doors 15
There's Got to Be a Better Way 19
Alex Becomes a Sales Powerhouse 22
7 Steps to the Introvert's Edge 26
2. Set the Stage (STEP ONE: TRUST AND AGENDA) 35
The Power of Indifference vs. the Reek of Desperation 40
The System Over the Sale 43
The Importance of Trust 46
Quickly Establishing Rapport 49
Quickly Establishing Credibility 53
No Hidden Agenda 58
Show Them the Script 61
Don't Let Your Customers Run Your Machines 62
3. Mine for Gold (STEP TWO: ASK PROBING QUESTIONS) 65
Find the Bleeding 68
Listen, Not to Answer but to Understand 72
Find the Pattern in the Questions 76
Asking the Right Questions 78
Getting Strangers to Open Up 82
4. Speak to the Right Person (STEP THREE: QUALIFICATION) 85
Getting Past the Gatekeeper 90
Don't Waste Your Time 91
Be Nice to the Secretary 93
Why Is This Step Three? 94
People Love to Qualify 96
5. Don't SellTell (STEP FOUR: STORY-BASED SELLING) 99
Embed the Solution in a Story 105
The Science of Storytelling 107
Crafting Your First Story 109
6. Don't ArgueAugment (STEP FIVE: DEALING WITH OBJECTIONS) 115
Sidestep Objections 122
Don't Sell Yourself as a Salesperson 124
7. Take Their Temperature (STEP SIX: TRIAL CLOSE) 127
Toe in the Water 131
The Double-Bind 133
8. Ask Without Asking (STEP SEVEN: ASSUME THE SALE) 137
How to Handle Price 143
Don't Treat Sales like Glass 146
Find a Way, Not an Excuse 151
9. Perfect the Process 155
Do an Eval on Yourself. Really. 160
One Thing at a Time 162
10. The Introvert's Edge in Real Life 165
The Ghost of Business Past 167
What I Did Then 173
What I Do Now 175
Why Bother? 187
11. Mastery 189
Everyone Loves Options 194
Preparing to Scale 195
Don't Surrender Your Business 198
When Sales and Marketing Work in Unison 200
The Introvert's Edge 208
About the Author 209
References and Further Reading 213
Index 215
Acknowledgements 219
Bonus: Your Exclusive Invitation 221