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The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
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. Powerful and practical, the book reveals how to:
Find natural confidence � Prepare for every situation � Present your value so that customers want to buy � Sidestep objections � Judge when the customer’s ready to buy � Ask for the sale � without asking � Continually adapt and improve � Profit from a process that doesn’t rely on personality � Enjoy sales
With stories of introverted entrepreneurs, salespeople, and business owners who went from stagnant to success, The Introvert’s Edge shows you how to succeed in sales � without changing who you are.
240 pages, Paperback
First published January 4, 2018
543 people are currently reading
2,725 people want to read
About the author
Matthew Owen Pollard
3books65followersKnown as the Rapid Growth guy, is responsible for five multimillion-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, SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year, Sales World Magazine list him as a Top 50 Speaker, and BigSpeak highlights him as an international Top 10 Sales Trainer.
He’s also the founder of and the bestselling author of book series, which has sold almost 100,000 copies and been translated into 16 languages.
Today, Forbes calls him “the real deal,� Global Gurus lists him as a Top 30 Sales Professional, SellingPower Magazine just named him their 2023 Sales Kickoff Speaker of the Year, Sales World Magazine list him as a Top 50 Speaker, and BigSpeak highlights him as an international Top 10 Sales Trainer.
He’s also the founder of and the bestselling author of book series, which has sold almost 100,000 copies and been translated into 16 languages.
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Displaying 1 - 30 of 138 reviews
December 25, 2018
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
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
August 16, 2018
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.
June 14, 2018
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 introverts feel sincere instead of sales-y." says the blurb.
The book is true to this. It offers practical solutions to the 'the only way to sell is to pick up the phone and cold call people until you're done' dilemma. I think even extroverts would benefit from the stories. They're real, and get you thinking about your personality and how to use your strengths to do the job differently, well and in a way that is true to yourself. All good things, that should result in better outcomes, in my view.
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"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." says the blurb.
The book is true to this. It offers practical solutions to the 'the only way to sell is to pick up the phone and cold call people until you're done' dilemma. I think even extroverts would benefit from the stories. They're real, and get you thinking about your personality and how to use your strengths to do the job differently, well and in a way that is true to yourself. All good things, that should result in better outcomes, in my view.
.
Read
February 16, 2018We 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 good salesperson, at least we were hoped for this. We stuck with Jess because she was pleasant, detailed, we knew she was an introvert so I gave Jess a copy of your book The Introvert's Edge. This week she turned the corner with three hot leads and one booking which she has managed from start to finish. I asked her yesterday what has made the difference and she started quoting some of the tips from your book, like really, it was the boom which has turned her lights on. When she told me I got the shivers mate, I was really happy for her and naturally because it was The Introvert's Edge which has given her the confidence to sell. So.... I would like to thank you for writing the book, it has made the difference between wasting many months training and investment in Jess to getting an outcome like this. The tone of her voice, her new and revitalized attitude, her results are just mind-blowing. I know Jess will be with us for the long run. Michelle and I are very excited about this progress. We have a gem of a person working with us who is now excited about getting the next sale!
July 23, 2021
If it was giving out dating advice, this book would list stuff like getting a shower, wearing clean clothes and having a haircut. It is basic, but it gets you 80% there as the same percentage of people just overlook these things looking for the secret sauce.
June 10, 2019
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 this is seems like a powerful process to use with a lot of success behind it.
Where is the decision tree that identifies for the salesman whether this product is actually in the best interest of the customer? The questions should help that, but that pause to consider it isn’t included.
Written to help introverts, it does that. It is easily also perfectly written for the unscrupulous con man.
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 this is seems like a powerful process to use with a lot of success behind it.
Where is the decision tree that identifies for the salesman whether this product is actually in the best interest of the customer? The questions should help that, but that pause to consider it isn’t included.
Written to help introverts, it does that. It is easily also perfectly written for the unscrupulous con man.
July 5, 2018
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.
April 12, 2022
Една от най-полезните книги, до които съм се докосвала!
Ако имате интерес в областта на продажбите, маркетинга или въобще се интересувате от бизнес, то тази книга е едно подходящо четиво да подобрите и утвърдите знанията си.
Ако имате интерес в областта на продажбите, маркетинга или въобще се интересувате от бизнес, то тази книга е едно подходящо четиво да подобрите и утвърдите знанията си.
April 27, 2021
I'm migrating all my reviews to my blog. If you want to read the full review with my raw notes, check it here:
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 is good for introverts who have to deal with sales somehow, or for those who don't understand how would it be possible for an introvert to deal with sales. I learned some tricks, but it's not life-changing for my current context.
It's worth saying that I highly recommend to everyone I know. It's about sales, but not only sales. 👍
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 is good for introverts who have to deal with sales somehow, or for those who don't understand how would it be possible for an introvert to deal with sales. I learned some tricks, but it's not life-changing for my current context.
It's worth saying that I highly recommend to everyone I know. It's about sales, but not only sales. 👍
August 15, 2020
Estás iniciando en ventas y sientes que no puedes hablar como lo hacen otros vendedores? ESTE ES TU LIBRO!!! Llevo en ventas 3 años, y me hubiese encantado leer este libro cuando inicié, mi curva de aprendizaje hubiera sido más corta, porque yo soy introvertido.
Ya no busques más modelos de ventas, en este libro encontrarás la ventaja que tienes sobre los vendedores extrovertidos y una vez que sepas cual es esa ventaja, podrás adaptar todos los modelos de ventas que quieras a tu personalidad!
Y sobretodo te ayudará a perderle el miedo a las ventas, ya que sabrás que los “callados� también podemos lograr grandes relaciones y grandes ventas.
Recomendado 100%, el mejor libro de ventas que he leído.
Ya no busques más modelos de ventas, en este libro encontrarás la ventaja que tienes sobre los vendedores extrovertidos y una vez que sepas cual es esa ventaja, podrás adaptar todos los modelos de ventas que quieras a tu personalidad!
Y sobretodo te ayudará a perderle el miedo a las ventas, ya que sabrás que los “callados� también podemos lograr grandes relaciones y grandes ventas.
Recomendado 100%, el mejor libro de ventas que he leído.
March 1, 2018
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 introvert struggles to make a living.
It is Pollard’s position that if they are properly guided, it is the introverts that will make the greater number of sales. By proper guidance, he means following a proven process, which is where the introvert can outperform the extravert. For the introvert concentrates on satisfying the customer’s needs, explaining the valuable ways that the product can be used. While the extravert relies on the power of their personality and employs an often annoying hard sell strategy.
However, for the introvert to outperform, the sales process and policy must be explained. Pollard openly describes creating a provenly successfull script, practicing it to perfection and then following it while on sales calls. There is no doubt that the soft sell that relies on hearing what the customer needs rather than telling them what they need is a more effective sales practice.
This is a great book for companies and individuals that must go out in the field and sell to customers where there is no prior relationship between the two.
It is Pollard’s position that if they are properly guided, it is the introverts that will make the greater number of sales. By proper guidance, he means following a proven process, which is where the introvert can outperform the extravert. For the introvert concentrates on satisfying the customer’s needs, explaining the valuable ways that the product can be used. While the extravert relies on the power of their personality and employs an often annoying hard sell strategy.
However, for the introvert to outperform, the sales process and policy must be explained. Pollard openly describes creating a provenly successfull script, practicing it to perfection and then following it while on sales calls. There is no doubt that the soft sell that relies on hearing what the customer needs rather than telling them what they need is a more effective sales practice.
This is a great book for companies and individuals that must go out in the field and sell to customers where there is no prior relationship between the two.
December 15, 2018
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 tailored to you. Is that okay?" This script lets the customers know what to expect. You're being a consultant - understanding their problems and offering solutions (not a seller trying to peddle your products). And you're asking the customers if it's okay to proceed this way, so they feel in control (not pressured into a hard sell). The book gives a lot of great advice. The only deficiency is that it could have included some more scripts for different situations. The author used a lot of examples from his experience in selling telecom plans door to door.
June 11, 2021
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 you have a guide that leads you to a YES! from a potential client.
Thank you for writing this! You have empowered me to be able to not let "sales" get in the way of helping my clients succeed!
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 you have a guide that leads you to a YES! from a potential client.
Thank you for writing this! You have empowered me to be able to not let "sales" get in the way of helping my clients succeed!
July 17, 2018
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 Jamie Jackson.
My favorite section involved the ghostwriter "stepping out of the shadows" and sharing his own experiences learning sales from the author. It's an excellent example of transformation in selling results by a writer - I listened to that section twice.
My favorite section involved the ghostwriter "stepping out of the shadows" and sharing his own experiences learning sales from the author. It's an excellent example of transformation in selling results by a writer - I listened to that section twice.
July 17, 2022
3.5 stars
A book on how to land sales and self-promote for introverts, whose inherent nature makes them recoil from doing things that comes naturally for the lucky extroverts.
A book on how to land sales and self-promote for introverts, whose inherent nature makes them recoil from doing things that comes naturally for the lucky extroverts.
June 11, 2024
Overall a great book, that offered me profound insights!
I’m naturally not the best communicator, but this book made crystal clear how to get your message across as effective as possible.
What you’ll learn in this book isn’t only relevant for selling, but also for pitching business plans and job interviews.
Rating 5/5
I’m naturally not the best communicator, but this book made crystal clear how to get your message across as effective as possible.
What you’ll learn in this book isn’t only relevant for selling, but also for pitching business plans and job interviews.
Rating 5/5
February 5, 2018
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 extrovert or introvert, could get some salesmanship knowledge and support from the book. It might be subtle, it might appear to be commonsense, and it might appear to be less-related to hard-core sales techniques but when deployed all of the pieces may fit together and get the introvert talking and hopefully selling. The book’s low price means that it is hardly going to break the bank and it is more than possible that something, at least, of use and value will emerge, even if you don’t fully get on-side with it.
As a reviewer, I am always sceptical of instant cure-type books, but this may also be subject to some cultural differences. Within this genre, in any case, this book appears to be quite authentic, helpful and guiding, without needing to rely on faux enthusiasm and propelling unrealistic promises into the reader’s mind. As well as the advice, it is backed up with various stories about introverted salespeople, business owners and entrepreneurs who have either overcome their introversion or have not really acknowledged it to be a hindrance within their work. Overcoming or circumventing something need not imply change, at least not anything traumatic! You may just be refocussing something�
Certainly, I can agree with a lot of the author’s sentiments and advice and perhaps introversion is not as black-and-white as many imagine. I believe it is quite nuanced at times, situation-dependent and by no means an automatic, uncorrectable negative. Viewing the book as a mixture of conversation and gentle guide, I found it a pleasant reading companion that was quite giving, even perhaps to somebody who doesn’t necessarily think that their behaviour and mindset needs addressing.
Definitely worthy of consideration, in other words!
It is quite possible that even an extrovert, or someone who believes in any case they are neither extrovert or introvert, could get some salesmanship knowledge and support from the book. It might be subtle, it might appear to be commonsense, and it might appear to be less-related to hard-core sales techniques but when deployed all of the pieces may fit together and get the introvert talking and hopefully selling. The book’s low price means that it is hardly going to break the bank and it is more than possible that something, at least, of use and value will emerge, even if you don’t fully get on-side with it.
As a reviewer, I am always sceptical of instant cure-type books, but this may also be subject to some cultural differences. Within this genre, in any case, this book appears to be quite authentic, helpful and guiding, without needing to rely on faux enthusiasm and propelling unrealistic promises into the reader’s mind. As well as the advice, it is backed up with various stories about introverted salespeople, business owners and entrepreneurs who have either overcome their introversion or have not really acknowledged it to be a hindrance within their work. Overcoming or circumventing something need not imply change, at least not anything traumatic! You may just be refocussing something�
Certainly, I can agree with a lot of the author’s sentiments and advice and perhaps introversion is not as black-and-white as many imagine. I believe it is quite nuanced at times, situation-dependent and by no means an automatic, uncorrectable negative. Viewing the book as a mixture of conversation and gentle guide, I found it a pleasant reading companion that was quite giving, even perhaps to somebody who doesn’t necessarily think that their behaviour and mindset needs addressing.
Definitely worthy of consideration, in other words!
May 13, 2024
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 with unforeseen scenarios is enlightening and worthy of trial.
However, I do feel like his method and the book in general is not necessarily designed for introverts - it just sells (word used not by accident) an excellent method that could in fact work for everybody, including those extroverts that don't want to rely only on their exuberant personality to close a sale. Surely, I would not have expected an essay on the introvert personality, but I did not find any actual explanation or justification of the "edge" mentioned in the title - rather, just a way of leveraging the introverts' mantra of "Go prepared".
The stories of people who magically went from penniless to millionaires (seven-figures business owners, pardon me) were maybe a tad too much.
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 with unforeseen scenarios is enlightening and worthy of trial.
However, I do feel like his method and the book in general is not necessarily designed for introverts - it just sells (word used not by accident) an excellent method that could in fact work for everybody, including those extroverts that don't want to rely only on their exuberant personality to close a sale. Surely, I would not have expected an essay on the introvert personality, but I did not find any actual explanation or justification of the "edge" mentioned in the title - rather, just a way of leveraging the introverts' mantra of "Go prepared".
The stories of people who magically went from penniless to millionaires (seven-figures business owners, pardon me) were maybe a tad too much.
January 31, 2025
Labai nusivyliau šia knyga. Nes knygos pavadinimas, nugarėlė ir tie 13 puslapių knygos pradžioje, kurioje rašomi atsiliepimai buvo visiškas melas... Tikėjausi rasti daug informacijos būtent apie intravertus, būtent apie tai kuo jie yra pranašesni. Bet gavau tik patarimus kaip apskritai parduoti, kurie tinka visiškai kiekvienam žmogui. Taip sakant, knygos tema neatitinka knygos turinio... Apie intravertiškumą kalbama tik įžangoje ir pabaigoje. Kur svarbu man pasirodė tik keli sakiniai... Tad gavau visai ne tai, ko norėjau. Taip pat daugelis faktų buvo tokių, su kuriais aš tikrai nesutikčiau. Pvz toks teiginys, kad intravertams pardavimo metu labiau priimtina yra pasakoti kažkokias istorijas, kitų žmonių patirtis ir taip įtikinti kitą žmogų, nei išdėstyti tam tikrus standartinius faktus ir pagrindinius dalykus. Visiškai nesutinku. Intravertas norės kuo greičiau išdėstyti pagrindinius faktus ir pabaigti visą šį reikalą kuo greičiau. Viskas greitai, konkrečiai ir tikslingai... Ir greičiau nuo manęs visi atstokite, daugiau jokių pašalinių, į nemalonią situaciją vedančių klausimų ir bereikalingų istorijų. Negaišinkite laiko... 😅
November 16, 2017
Every time I read about introverts (being one myself), I laugh out loud -- some people just get it. While I'm not in sales directly, I feel that this is a pretty relevant book for introverts in general. The main 'advantage in sales we introverts have over our extroverted peers: We don't rely on our personality. In the absence of natural talent, we have to rely on a process...". At first I laughed, then questioned myself (do I not have a personality or natural talent?!), then realized, yep Mr. Pollard is right. The 7 steps to the introvert's edge that the author describes seems a bit simple and it should be commonsense, but it's neither. The examples provided prove that his steps are important to keep in mind and hone (especially if you're in sales). It's a great resource to have on hand and refer back to once in a while (probably when you're frustrated at being an introvert).
August 23, 2018
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 book is that the advice Pollard gives works for both introverts and extraverts. And for non-sales people, it's quite applicable to much of life in general.
The strengths of this book is that the advice Pollard gives works for both introverts and extraverts. And for non-sales people, it's quite applicable to much of life in general.
December 20, 2019
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.
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.
May 11, 2020
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.
May 9, 2021
Ngh� thuật bán hàng của người hướng nội
Bạn nghĩ gì khi nghe ai đó nhắc tới hai ch� “dân sale�? Hầu hết chúng ta s� liên tưởng ngay tới những người mạnh m�, năng động, hoạt bát, quảng giao,� phải không nào!
Vậy s� ra sao nếu một người hướng nội đi làm sale?
Trong cuốn sách “Ngh� thuật bán hàng của người hướng nội� (bản dịch tiếng Việt của Kiều An, do Nhã Nam xuất bản), tác gi� Matthew Pollard không hướng dẫn hay tạo động lực biến bạn t� một người hướng nội tr� nên máu lửa, quyết liệt như những chú chó pitbull. Thay vào đó, ông đưa ra quy trình bán hàng 7 bước đ� người hướng nội có th� tận dụng tối đa những th� mạnh của chính h�.
Bước 1: Tạo dựng niềm tin và lịch trình làm việc
Bước 2: Hỏi thăm dò
Bước 3: Thẩm định tư cách
Bước 4: Bán hàng dựa trên câu chuyện
Bước 5: G� b� s� phản đối
Bước 6: Th� chốt h�
Bước 7: Coi như khách đồng ý mua hàng
Cá nhân tôi thấy các k� thuật bán hàng trong sách không quá mới m�. Thật đấy, bán hàng bằng cách đặt câu hỏi, k� chuyện,� chắc bạn đã từng đọc hoặc nghe � đâu đó rồi. Nhưng khi chúng ta sắp xếp các k� thuật này vào một quy trình phù hợp, hiệu qu� tạo ra s� khác biệt. “Ngh� thuật bán hàng của người hướng nội� nhấn mạnh vào sức mạnh của quy trình, như câu nói nổi tiếng của Brian Tracy mà tôi rất tâm đắc:
“Tất c� các chuyên gia bán hàng nằm trong Top 10% xuất sắc nhất đều s� dụng một bài thuyết trình đã được lập ra t� trước. Những người kiếm ít tiền, nằm trong nhóm 80% t� dưới lên, đơn giản là ngẫu hứng nói bất k� điều gì khi gặp khách hàng�.
Là người chuyên s� dụng Storytelling trong bán hàng, Matthew Pollard đã lồng ghép yếu t� câu chuyện xuyên suốt cuốn sách. Tuy nhiên, tác gi� không xây dựng một mạch truyện duy nhất t� đầu đến cuối như “Người dám cho đi� mà mỗi chương, mỗi bước là một câu chuyện riêng biệt, nh� đó khai thác tối đa được các góc nhìn, lĩnh vực của từng nhân vật, tình huống.
V� mặt hạn ch�, tác gi� có v� mải tập trung vào chia s� nên quên mất yếu t� rất quan trọng cho mọi cuốn sách dạy bán hàng: tính ứng dụng. Tôi không nói kiến thức trong sách là giáo điều, nhưng nếu có thêm các bài tập thực hành sau mỗi chương thì chắc chắn hiệu qu� chuyển đổi hành vi s� cao hơn, đặc biệt khi đối tượng độc gi� ch� yếu là người hướng nội, tuýp người không quá sẵn sàng cho việc thay đổi hay th� nghiệm những th� mới m�.
Nếu bạn là một người hướng nội, nếu bạn đã th� các phương pháp bán hàng mãnh liệt “kiểu pitbull� mà không hiệu qu�, hãy th� “Ngh� thuật bán hàng của người hướng nội�.
~ Tùng Tinh Tấn ~
* Xem thêm các bài viết khác của tôi tại đây:
Bạn nghĩ gì khi nghe ai đó nhắc tới hai ch� “dân sale�? Hầu hết chúng ta s� liên tưởng ngay tới những người mạnh m�, năng động, hoạt bát, quảng giao,� phải không nào!
Vậy s� ra sao nếu một người hướng nội đi làm sale?
Trong cuốn sách “Ngh� thuật bán hàng của người hướng nội� (bản dịch tiếng Việt của Kiều An, do Nhã Nam xuất bản), tác gi� Matthew Pollard không hướng dẫn hay tạo động lực biến bạn t� một người hướng nội tr� nên máu lửa, quyết liệt như những chú chó pitbull. Thay vào đó, ông đưa ra quy trình bán hàng 7 bước đ� người hướng nội có th� tận dụng tối đa những th� mạnh của chính h�.
Bước 1: Tạo dựng niềm tin và lịch trình làm việc
Bước 2: Hỏi thăm dò
Bước 3: Thẩm định tư cách
Bước 4: Bán hàng dựa trên câu chuyện
Bước 5: G� b� s� phản đối
Bước 6: Th� chốt h�
Bước 7: Coi như khách đồng ý mua hàng
Cá nhân tôi thấy các k� thuật bán hàng trong sách không quá mới m�. Thật đấy, bán hàng bằng cách đặt câu hỏi, k� chuyện,� chắc bạn đã từng đọc hoặc nghe � đâu đó rồi. Nhưng khi chúng ta sắp xếp các k� thuật này vào một quy trình phù hợp, hiệu qu� tạo ra s� khác biệt. “Ngh� thuật bán hàng của người hướng nội� nhấn mạnh vào sức mạnh của quy trình, như câu nói nổi tiếng của Brian Tracy mà tôi rất tâm đắc:
“Tất c� các chuyên gia bán hàng nằm trong Top 10% xuất sắc nhất đều s� dụng một bài thuyết trình đã được lập ra t� trước. Những người kiếm ít tiền, nằm trong nhóm 80% t� dưới lên, đơn giản là ngẫu hứng nói bất k� điều gì khi gặp khách hàng�.
Là người chuyên s� dụng Storytelling trong bán hàng, Matthew Pollard đã lồng ghép yếu t� câu chuyện xuyên suốt cuốn sách. Tuy nhiên, tác gi� không xây dựng một mạch truyện duy nhất t� đầu đến cuối như “Người dám cho đi� mà mỗi chương, mỗi bước là một câu chuyện riêng biệt, nh� đó khai thác tối đa được các góc nhìn, lĩnh vực của từng nhân vật, tình huống.
V� mặt hạn ch�, tác gi� có v� mải tập trung vào chia s� nên quên mất yếu t� rất quan trọng cho mọi cuốn sách dạy bán hàng: tính ứng dụng. Tôi không nói kiến thức trong sách là giáo điều, nhưng nếu có thêm các bài tập thực hành sau mỗi chương thì chắc chắn hiệu qu� chuyển đổi hành vi s� cao hơn, đặc biệt khi đối tượng độc gi� ch� yếu là người hướng nội, tuýp người không quá sẵn sàng cho việc thay đổi hay th� nghiệm những th� mới m�.
Nếu bạn là một người hướng nội, nếu bạn đã th� các phương pháp bán hàng mãnh liệt “kiểu pitbull� mà không hiệu qu�, hãy th� “Ngh� thuật bán hàng của người hướng nội�.
~ Tùng Tinh Tấn ~
* Xem thêm các bài viết khác của tôi tại đây:
March 24, 2025
Review of The Introvert's Edge by Matthew Pollard
Matthew Pollard’s The Introvert's Edge is a game-changing guide that shatters the misconception that sales and networking are skills only for extroverts. Through practical strategies and actionable insights, Pollard empowers introverts to leverage their natural strengths to succeed in sales, business, and social situations. The book is filled with relatable anecdotes, step-by-step frameworks, and confidence-boosting advice.
Pollard’s approach focuses on harnessing the introspective, empathetic, and active listening skills that introverts often excel at. Rather than trying to become someone they’re not, introverts can thrive by adopting a structured sales process that highlights their unique abilities. Whether you're an entrepreneur, a sales professional, or simply looking to enhance your communication skills, The Introvert's Edge offers valuable lessons.
10 Key Takeaways from The Introvert's Edge
1. Sales is a Learnable Skill: Introverts can succeed in sales by following a systematic, repeatable process.
2. Leverage Listening Skills: Introverts are naturally good listeners, making them well-equipped to understand and meet clients' needs.
3. Focus on Authenticity: Genuine conversations build trust, and authenticity resonates more than aggressive sales tactics.
4. Prepare and Practice: Structuring and rehearsing your pitch allows introverts to communicate more confidently.
5. Tell Stories: Stories engage clients on an emotional level, making it easier to illustrate the value of your product or service.
6. Ask Powerful Questions: Thoughtful questions uncover the client’s true needs, leading to more effective solutions.
7. Handle Objections Gracefully: Address objections with curiosity and empathy rather than confrontation.
8. Follow a Proven Framework: Pollard outlines a seven-step sales process that removes guesswork and builds confidence.
9. Embrace Continuous Improvement: Reflect on each sales interaction to identify areas for growth and refine your approach.
10. Celebrate Your Strengths: Being an introvert is not a disadvantage; it's a powerful asset when harnessed effectively.
Overall, The Introvert's Edge is a valuable resource for anyone looking to turn perceived weaknesses into strengths. Pollard’s message is clear: Introverts don’t have to pretend to be extroverts to succeed—they just need to embrace their unique edge.
Matthew Pollard’s The Introvert's Edge is a game-changing guide that shatters the misconception that sales and networking are skills only for extroverts. Through practical strategies and actionable insights, Pollard empowers introverts to leverage their natural strengths to succeed in sales, business, and social situations. The book is filled with relatable anecdotes, step-by-step frameworks, and confidence-boosting advice.
Pollard’s approach focuses on harnessing the introspective, empathetic, and active listening skills that introverts often excel at. Rather than trying to become someone they’re not, introverts can thrive by adopting a structured sales process that highlights their unique abilities. Whether you're an entrepreneur, a sales professional, or simply looking to enhance your communication skills, The Introvert's Edge offers valuable lessons.
10 Key Takeaways from The Introvert's Edge
1. Sales is a Learnable Skill: Introverts can succeed in sales by following a systematic, repeatable process.
2. Leverage Listening Skills: Introverts are naturally good listeners, making them well-equipped to understand and meet clients' needs.
3. Focus on Authenticity: Genuine conversations build trust, and authenticity resonates more than aggressive sales tactics.
4. Prepare and Practice: Structuring and rehearsing your pitch allows introverts to communicate more confidently.
5. Tell Stories: Stories engage clients on an emotional level, making it easier to illustrate the value of your product or service.
6. Ask Powerful Questions: Thoughtful questions uncover the client’s true needs, leading to more effective solutions.
7. Handle Objections Gracefully: Address objections with curiosity and empathy rather than confrontation.
8. Follow a Proven Framework: Pollard outlines a seven-step sales process that removes guesswork and builds confidence.
9. Embrace Continuous Improvement: Reflect on each sales interaction to identify areas for growth and refine your approach.
10. Celebrate Your Strengths: Being an introvert is not a disadvantage; it's a powerful asset when harnessed effectively.
Overall, The Introvert's Edge is a valuable resource for anyone looking to turn perceived weaknesses into strengths. Pollard’s message is clear: Introverts don’t have to pretend to be extroverts to succeed—they just need to embrace their unique edge.
July 31, 2021
I stumbled across this book by accident and was immediately drawn to it's title. I'm not a classic introvert as such but I certainly feel affinity with many of the sales 'traits' Matthew assigns to the "Introvert" - that sales is not all about Alpha bluster and aggression, cockiness and slickness but a quiet, unassuming person can (with a system) outperform everyone.
This is, according to his method, due to the system of using stories to illustrate value and build trust. By his own admission nothing in this is new or groundbreaking in its own right - however, he has assembled a strategy/system that has proven successful successful himself and hundreds of others time and time again. It's scalable, repeatable and it works. Pick you stories, learn your lines and trust the process.
The biggest takeaways for me here are twofold. One - the power of a story (make sure it actually happened though, eh?!). Stories are by far the most effective way of building trust and illustrating value.
Two - rapport � like. Rapport is the foundation for trust, and trust is what cements the relationship, not personal affinity. This echoes what all great sales trainers have said, that people don't have to like you but they do have to trust you. (It's an added bonus if both happen). You could be the nicest person but if your prospect doesn't trust you or the product? Game over. They may also think that your product or service will solve everything but if they don't think you're trustworthy? Ain't gonna happen.
For anyone looking for a new approach to their sales technique, or maybe someone who wants to learn but doesn't feel like "traditional" processes work for then as a person, I can't recommend this highly enough. Jam packed with usable, relatable content and examples - even better than most books, not just examples to copy but blueprints of how to make YOUR OWN examples, using the method.
This is, according to his method, due to the system of using stories to illustrate value and build trust. By his own admission nothing in this is new or groundbreaking in its own right - however, he has assembled a strategy/system that has proven successful successful himself and hundreds of others time and time again. It's scalable, repeatable and it works. Pick you stories, learn your lines and trust the process.
The biggest takeaways for me here are twofold. One - the power of a story (make sure it actually happened though, eh?!). Stories are by far the most effective way of building trust and illustrating value.
Two - rapport � like. Rapport is the foundation for trust, and trust is what cements the relationship, not personal affinity. This echoes what all great sales trainers have said, that people don't have to like you but they do have to trust you. (It's an added bonus if both happen). You could be the nicest person but if your prospect doesn't trust you or the product? Game over. They may also think that your product or service will solve everything but if they don't think you're trustworthy? Ain't gonna happen.
For anyone looking for a new approach to their sales technique, or maybe someone who wants to learn but doesn't feel like "traditional" processes work for then as a person, I can't recommend this highly enough. Jam packed with usable, relatable content and examples - even better than most books, not just examples to copy but blueprints of how to make YOUR OWN examples, using the method.
January 8, 2022
The Introvert's Edge by Matthew Pollard
Huge thank you to @ryanfuy for the recommendation ❤️ Not a lot of people know this but I'm actually an introvert (turned extrovert because it seems society is geared towards extroverts succeeding). Regardless, I still identify as an introvert - included in this is the inherent aversion to working the room, networking, and que horror, ‼️SELLING‼️ This book has shifted my mindset though, and is a definite must-read regardless of whether you're an introvert or an extrovert!
Will list out the seven step process he prescribes below as a preview of sorts to the book:
1. Trust and agenda. Establish rapport and credibility, AND make sure you're in control of the conversation by establishing an agenda upfront
2. Ask probing questions. Find the bleeding and make him see how not fixing this is costing him personally (real cost, opportunity cost, financial cost)
3. Make sure you're speaking to the right person. Don't waste your time selling if he/she isn't the decision maker
4. Story-based telling. Don't sell-tell. Embed the solutions you're selling in a story
5. Dealing with objections by seeing yourself as a consultant, an expert who's not there to sell but who's there to help them figure out what's wrong and how to fix it
6. Trial close: the double bind and play it off technique are sheer genius!
7. Assume the sale. Always leave the price sharing till the end, and desensitize yourself to the number (aka know you're worth)
But most importantly, perfect the process. My favorite quote (which I first heard from the "How to Start a Startup" podcast - also highly recommended) : "The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time" - Henry Ford
#TheIntrovertsEdge #MatthewPollard #BookLearnings #BookRecommendations #GoldieKeepsLearning #GoldieGoesGlobal
Huge thank you to @ryanfuy for the recommendation ❤️ Not a lot of people know this but I'm actually an introvert (turned extrovert because it seems society is geared towards extroverts succeeding). Regardless, I still identify as an introvert - included in this is the inherent aversion to working the room, networking, and que horror, ‼️SELLING‼️ This book has shifted my mindset though, and is a definite must-read regardless of whether you're an introvert or an extrovert!
Will list out the seven step process he prescribes below as a preview of sorts to the book:
1. Trust and agenda. Establish rapport and credibility, AND make sure you're in control of the conversation by establishing an agenda upfront
2. Ask probing questions. Find the bleeding and make him see how not fixing this is costing him personally (real cost, opportunity cost, financial cost)
3. Make sure you're speaking to the right person. Don't waste your time selling if he/she isn't the decision maker
4. Story-based telling. Don't sell-tell. Embed the solutions you're selling in a story
5. Dealing with objections by seeing yourself as a consultant, an expert who's not there to sell but who's there to help them figure out what's wrong and how to fix it
6. Trial close: the double bind and play it off technique are sheer genius!
7. Assume the sale. Always leave the price sharing till the end, and desensitize yourself to the number (aka know you're worth)
But most importantly, perfect the process. My favorite quote (which I first heard from the "How to Start a Startup" podcast - also highly recommended) : "The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time" - Henry Ford
#TheIntrovertsEdge #MatthewPollard #BookLearnings #BookRecommendations #GoldieKeepsLearning #GoldieGoesGlobal
May 28, 2021
I wouldn't go that far to call myself an introvert but I am an apprehensive person. After reading this book I came to an understanding that even if you don't have the gift of gab one could still turn things around. Despite having all the product knowledge selling could be quite hard for people, it becomes worse when you are a timid person. This book does not ask you to sell in one style or the other. Mathew Pollard asks sales consultants to try and test their methods. In order to make that happen salespeople have to go meet their prospects and try to pitch a product. If it doesn't work, he/she has to evaluate themselves quite quickly when the memory is still fresh in their minds and come up with a script that could make the prospects relate to other customers.
The author says that every salesperson should be like a doctor who is poking on a live wound to diagnose a patient. Every patient is different and so is the treatment. Like wise every customer is different so we should treat them as such. So the script we devise should be one that would make them trust us and above all they should really believe that we rather than trying to be a pushy salesman is trying to help them with a problem they need solving.
I've only started reading literature on sales quite recently so I may not be an expert on this but I think this book will help you relax bit. You don't have to pushy but an intelligent set of probing questions and some concern for the customer can actually help introverts close deals.
The author says that every salesperson should be like a doctor who is poking on a live wound to diagnose a patient. Every patient is different and so is the treatment. Like wise every customer is different so we should treat them as such. So the script we devise should be one that would make them trust us and above all they should really believe that we rather than trying to be a pushy salesman is trying to help them with a problem they need solving.
I've only started reading literature on sales quite recently so I may not be an expert on this but I think this book will help you relax bit. You don't have to pushy but an intelligent set of probing questions and some concern for the customer can actually help introverts close deals.
August 18, 2024
This is a good book for anyone who self identifies as an introvert, regardless of whether or not they are in sales.
In a world where we need to ‘sell ourselves� in most areas of life, introverts can often get outlooked or misunderstood.
The emotions associated with being misunderstood—like fury and rage, as I’ve experienced—can run high and sometimes ruin everything. That’s why my favorite chapter (and quote) from this book is Win the fight, but lose the sale . It echoes a question that’s been posed to me in the past: "Would you rather be happy or be right?" My answer used to be "both," but now I know better, of course.
Another very common expression is the whole idea of ~sell the sizzle, not the steak ~, which is well expanded in a chapter in this book.
Other than that, this book also made me feel like I may actually not be an introvert after all. Because, well, for one, they say its someone who naturally doesn’t possess the ‘gift of gab�, which I think I do (ask my friends, family, employer, anyone). Secondly, some ‘techniques� referred to in this book seem very common knowledge to me that I already inadvertently have used in interviews and other conversations.
I strongly believe this whole introvert/extrovert thing is a spectrum, and not as black and white as the book assumes.
I also learned from this book that I have been saying this one word wrong � its not schpeel , its spiel lol
In a world where we need to ‘sell ourselves� in most areas of life, introverts can often get outlooked or misunderstood.
The emotions associated with being misunderstood—like fury and rage, as I’ve experienced—can run high and sometimes ruin everything. That’s why my favorite chapter (and quote) from this book is Win the fight, but lose the sale . It echoes a question that’s been posed to me in the past: "Would you rather be happy or be right?" My answer used to be "both," but now I know better, of course.
Another very common expression is the whole idea of ~sell the sizzle, not the steak ~, which is well expanded in a chapter in this book.
Other than that, this book also made me feel like I may actually not be an introvert after all. Because, well, for one, they say its someone who naturally doesn’t possess the ‘gift of gab�, which I think I do (ask my friends, family, employer, anyone). Secondly, some ‘techniques� referred to in this book seem very common knowledge to me that I already inadvertently have used in interviews and other conversations.
I strongly believe this whole introvert/extrovert thing is a spectrum, and not as black and white as the book assumes.
I also learned from this book that I have been saying this one word wrong � its not schpeel , its spiel lol
April 4, 2021
If you’re looking for an information-packed yet down-to-earth resource on succeeding as an introvert in business - in life, really - this is a read for you! Pollard eloquently breaks down many of the hang-ups and problems introverts run into when trying to associate with....well, humans in general, but especially business connections. He is able to move those problems from being impossible challenges to be overcome in the overthinking mind of the introvert, to elements of connecting over which they can now have virtually complete control. His systemization of the business communication process takes all the scariness out of it and is a revelation to the introvert who knows they have something valuable to share and wants to throw off the doona of trapped communication from over their head. Furthermore, he celebrates the strengths of the introvert - especially their ability to plan, prepare and structure, as well as their deep emotional functioning, in the business context. His is the first work I’ve read that directly seeks to capitalize on these for credible results. For practical, start-today help with letting your introvert light shine in business, get this one on your shelf!
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