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The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
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The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone

3.99  ·  Rating details ·  646 ratings  ·  84 reviews

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 o

Paperback, 240 pages
Published January 4th 2018 by AMACOM
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Average rating 3.99  · 
Rating details
 ·  646 ratings  ·  84 reviews

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Start your review of The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
Create a script. Tell stories.
Consultant not salesman. Helping people - this is me, I don't like selling people things they don't need.

Seven steps
1. Trust and agenda
2. ask probing questions
3. qualifications
4. story-based selling
5. dealing with objections
6. trial close
7. assume the sale
Aug 13, 2018 rated it really liked it  ·  review of another edition
Seems reasonable. Follow a script including chit-chat, agenda, determining pain points, assuming the sale, telling stories of examples of people like the prospects. Do all this on top of introvert's innate listening skills, etc. ...more
Jun 13, 2018 rated it really liked it
The Introvert's Edge. It was that unusual title that enticed me to pick up this book. There are more extroverts than introverts in our world, and to our introverted eyes, there don't seem to be many advantages or "edges" that we have over our peers.

"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 introv
Terry Burgan

We have had Jess working for us for 6 months, when we met her she was a shy girl who came to an interview with her boyfriend (a total extrovert) who we were going to give a sales position to. We gave Jess a go after her boyfriend said she was really smart but very quiet,...I mean very quiet...... we have had very little in the way of sales results, nada, zero, no bookings but I can say she learned quickly, we knew it was her first job out of school and felt somewhere down inside there was a go
Jul 05, 2018 rated it really liked it  ·  review of another edition
Shelves: z2018
I'm not in sales but offered great insights. I think anyone involved in sales would benefit from reading this, regardless of whether they're an introvert or extrovert. ...more
Willian Molinari
Jul 13, 2018 rated it liked it
Shelves: audio, non-fiction
I bought this book because I wanted to understand a little bit more about introverts, so I can improve myself and understand others better. In the end, this book is totally related to sales and part of it was not so interesting to me.

I have to say that his method seems to be really good. The example (and testimonial) he shows close to the end of the book proves (at least for me) everything he wrote in the book. It was very persuasive, easy to follow, structured, and good for introverts.

The book
Feb 28, 2018 rated it it was amazing
As an organizing premise, Pollard splits salespeople into two groups. The person that uses their assertive personality as a bludgeon to aggressively pursue sales, in other words the cliché of the used car salesman. This would be the extravert. On the other side is the more disciplined, less assertive personality that will not pursue a sale to the point of annoying the potential customer. In this case, the introvert. In popular literature, it is the extravert that clinches the sale, while the in ...more
Dec 14, 2018 rated it really liked it  ·  review of another edition
Shelves: recommend
To be a good lawyer, you have to study the law. To be a good doctor, you have to study medicine. So why do people think that to be a good salesperson, it's matter of being born with the right personality for it? This book lays out a system for being a good salesperson. It starts with finding the script that works for you, such as "Before we get into the details of exactly what I can do for you and how I can help, I'd like to ask you a few questions. That way, I can craft a solution that is tailo ...more
Karsten Speckmann
Jan 05, 2018 rated it it was amazing
I Am Sold..!

Who would have thought anybody could sell the idea I - confessed introvert - could get to like Sales..? Well, Matthew and Jamie made this happen.

This is a great guide for startups, blossoming entrepreneurs, and any professional who loves helping others, but has hesitation (or dread) of sales keeping those who need that help away.

Introvert traits that might make us feel a bad fit for selling our service, our skills (like for career promotion) or products are actually what makes us a
May 19, 2018 rated it it was amazing
Two things I rarely do.

1. I don't believe I've ever given a business book five stars; however, this one won them all.
2. I don't usually read books more than once; however, I will return to The Introvert's Edge again and again.

I consider my self more of an ambivert, but this book was written for me! I am already using the tips and techniques that Mr. Pollard has suggested in his book and I'm seeing results in my coaching business. The fear of "always be closing" becomes much more manageable when
Feb 05, 2018 rated it it was amazing
The shy, quiet introvert can outsell anyone and sell with the best of them: this is the core claim of this book that may give hope to those who assume that only the bold and brash can succeed. Whether the book can tip the balance and change the reader’s psychological state remains to be seen, but it doesn’t hurt to try. There is a lot to be said for a calm, authoritative and low-key sales process!

It is quite possible that even an extrovert, or someone who believes in any case they are neither ex
In the end I really liked it. However, there were still plenty of parts that made me feel icky. Many areas where I remember those salesmen who used these techniques on me.

Put into practices these techniques are good, but I wish there was an ethics slant. (1) what you have to makes sure you do after to not turn that rapor into a post manipulated used feeling, (2) how telling stories that aren’t true, are just lying for the sale, will set you up for no referrals and a poor reputation.

In the end t
Bruce Harpham
Jul 17, 2018 rated it really liked it
Shelves: business, sales
Did you enjoy "Quiet" by Susan Cain? If so, this book is a good follow up that focuses on how to apply introvert strengths to sales. The author makes a good case that process oriented sales used by introverts often produce better results than extrovert based selling which may rely on personality. Some of the sales techniques and methods outlined in the book will not sound new (and the author admits as much). That said, I found it a valuable book to read. I read the audiobook version narrated by ...more
I actually didn't realize that this was a book about sales tactics; it seemed more like a practical version of "Quiet" or something. But I was pleasantly surprised. The sales approach that Pollard presents isn't anything new; we used a very similar approach when I worked for the retail branch of a well-known consumer technology company. But Pollard effectively shows that this approach is effective for introverts and highlights for each step how introverts have an advantage.

The strengths of this
Dec 19, 2019 rated it really liked it
Solid sales principles applicable to everyone, not just introverts. Except introverts are more likely to follow this, as extroverts might be tempted to rely on their charm and improvise as they go.
Scratch that. Not principles, but a process, a script really, which is to say a lot more defined than mere principles.
I do believe it applies in a wide range of situations, and even I can sell my own services successfully if I ever decide to do so, if I follow this script.
Igor Rinkovec
Feb 21, 2019 rated it it was amazing
Amazing book that hits all the pain points I had as an introvert forced to do sales. Provides actionable advice! Most importantly, it changed the outlook I had on sales that makes it a routine, not a scary process of dealing with people.
Feb 17, 2021 rated it liked it
I received this book as a gift from someone who is very aware of my introverted personality and my absolute terror when it comes to selling (especially selling myself - my skills, my experience and in general my professional services) and networking.
I believe that the book makes many valid points and offers valuable insights on how to overcome the fear of sales. Matthew's idea of a perfectly studied script that does not leave room for improvisation and equips you with the right tools to deal wit
Apr 22, 2020 rated it it was amazing
Shelves: nonfiction, sciencey, own
At first glance, this might be a repackaged sales instruction manual with a curious niche — introverts. I wasn't sure I want to read it, honestly, but picked it up because we all "sell" during our lives, even if we're not salespeople. It's worth learning how to communicate now effectively.

The author admits that most of his tips are common among the sales world, but he's done something unique. He's taken all the tips, figured out what worked (and what didn't) and put together a process. His adv
Aug 04, 2020 rated it really liked it
Exactly what many introverts need and can use--a practical guide that focuses on a flexible process centered on preparation instead of personality. For me, it removed the mystique of "selling" ideas and offered small enough chunks to focus on.

And, to no great surprise, it still emphasizes interpersonal relationships and the value of connecting with other people through empathy and story.

Tip for writers/ authors: start with chapter 10. It is written from the perspective of the ghost writer himse
May 11, 2020 rated it liked it
Good insights on his experiences in sales, full of stories of success and failures. Great advice. Focused on sales, but really applicable to a lot of other things (isn't everything sales if you think about it?). It's repetitive. Could've been condensed in 2-3 chapters, but then I did enjoy the stories, and hammering the same message multiple times makes it harder to forget (for all the hard heads like me! XD). ...more
Oskar Orglaan
Mar 02, 2021 rated it it was amazing
Shelves: 2021, introverts
Listened on Audible. Really enjoyed all these ideas. Since I have been in sales for a few years, there's not a lot that's technically new, but it gave me confidence, that the quiet and shy can perform and they're motivated by different aspects and it's okay. Most of all this gave an "okay" to be different, to be prepared, to be authentic, to sell the way that's most comfortable for me with a how-to for new beginners. Will revisit this book a few times. ...more
Apr 23, 2020 rated it really liked it  ·  review of another edition
I really liked this book. Matthew really did aim this toward introverts for sales techniques. I have seem some criticism that this book was really basic as far as sales techniques go, but traditional sales techniques don't always work well for those that are drained by all of those techniques. I will certainly be referring back to this book. ...more
Aug 10, 2020 rated it really liked it
This is a good quick read and works well as a companion book to "Let's Get Real, Or Let's Not Play"
By breaking down the process in which a sales consultant, or really any person working in a consulting capacity can improve working relationships as well as move the needed on profession projects/opportunities
Carielyn Mills
Sep 02, 2020 rated it liked it
strategies are better than the usual, but it still feels manipulative. i wouldn’t be comfortable doing them because they are too confrontational and i don’t want to be around people that much. but i’m sure this book helps some less hermity people, lol.
Jerry Summers
Feb 28, 2021 rated it really liked it
Whether an introvert, extrovert or ambivert (me) you will find the concepts helpful. Tracy is an introvert so this book helped me understand her thought process. I heard through a BNI podcast and member. Highly recommend.
Victoria Mazur
Aug 09, 2020 rated it it was amazing
Amazing book for introverts and alike, who make up 50 percent of the population.
NIcole Clark
Aug 21, 2020 rated it really liked it  ·  review of another edition
I've never been into sales, but this book does have a lot of insight and value points. I would recommend it as a good read. ...more
Kory Monk
Oct 05, 2020 rated it liked it
Demolishes the preconcieved notion that all sales people are extroverts, this is not true.
CaraJoy Nash
Dec 16, 2020 rated it it was amazing
What an amazing book to gift yourself with if you want to grow your business or improve your persuasion skills ;)
May 06, 2020 rated it liked it
Well, I'm not a "salesman," but I am an introvert. While I don't think this book quite helped me in the way I was looking for, it did encourage me to keep bringing my personality into my work, though it feels like it's at odds with what management wants because clientele Do respond well to my warmth and genuine interest in them as people. ...more
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Matthew Pollard is responsible for five multi-million-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to.

Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 30 Sales Professional,

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