Think about the bottom half of your sales team. What are they like? Probably reserved or even introverted. They may work hard, but – no matter how much they try – they simply can’t deliver. Sales doesn’t come naturally.
And that, argues consultant and author Matthew Pollard, is their advantage.
An introvert himself, Pollard went from being terrified at door-to-door sales to being the number one salesperson in the largest sales company in Australia – through sheer desperation and mentality. He tried every sales trick he could find. When something worked, he used it in every sale. When he found something else that worked, he added it to his routine. In no time at all, that awkward introvert, barely out of high school, was outselling sales superstars. Promoted to sales manager, he started teaching his sales process to others and found something funny: the introverts consistently outsold the extroverts.
While plenty of sales books focus on big ideas or specific tactics, few provide what The Introvert’s Edge does: a seven-step process for creating a sales system expressly for you and your team. Even better – instead of focusing on how to make good salespeople better, Pollard’s book shows you how to transform your worst salespeople into your best.
The secret lies in understanding that the key to consistent sales isn’t personality or the gift of the gab. While these qualities may serve extroverts well, anyone who has been in sales knows that, if they rely on these gifts, then they are doomed to a sales career of peaks and troughs. Sales success in this manner, embracing these extroverted gifts, is largely correlated to the sales consultant’s mood. If they close a big deal, they feel unstoppable in the next sale; but a fight with a spouse, financial pressures, or a rejection from a big prospect can lead to a sales slump that can stretch into weeks or months.
Matthew explains that, instead of relying on charisma, sales teams should instead seek to master a process that fully eliminates inconsistencies – a system that delivers reliable and predictable results, rain or shine.
So why is this book for introverts? In truth, these strategies work for any sales team or sales representative. Matthew, however, asserts that introverts are far more likely to embrace the work that comes with learning and perfecting a system in the short term, if it promises them a long-term edge from that point on. After all, they have everything to gain and nothing to lose. The converse – that an extrovert will take a small step away from their natural gifts and shining-star personality – is less likely, even if it ultimately leads to a massive leap forward in results and consistency.
Finally, and most importantly, this book tackles the biggest problem introverts have in selling: their self-limiting beliefs. Far too often, introverts fall victim to the myth that their quiet personalities mean they can’t succeed in sales, forcing them to accept subpar results – or, worse, not even pursuing a career that, if successful, promises a much more prosperous life.
Pollard confronts this stigma head on, story after story – some as riveting as a novel – showing how all types of introverts, from tech execs to a commercial realty team and even the ghostwriter for the book itself, overcame their introversion to find a way to naturally sell...and then outsell the competition.
This book is a must-read for sales managers, sales teams, solopreneurs, and anyone who wants to reliably and authentically improve their sales results. Visit www.theintrovertsedge.com to download a free sample chapter.