Ebook Download , by Matthew Pollard

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, by Matthew Pollard

Ebook Download , by Matthew Pollard

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Product details

File Size: 659 KB

Print Length: 242 pages

Simultaneous Device Usage: Up to 5 simultaneous devices, per publisher limits

Publisher: AMACOM (January 1, 2018)

Publication Date: January 1, 2018

Sold by: Amazon Digital Services LLC

Language: English

ASIN: B072BZM6G8

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Amazon Best Sellers Rank:

#65,697 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

I hate selling worse than going to a doctor or a dentist. Yes, it’s that painful for me. If an award existed for the most introverted person who could still funtion in the real world, I’d be near the top of the list of nominees. If it weren’t for my curiosity and love of the outdoors and exploring nature, I could almost live my entire life between my ears sitting in a comfortable chair surrounded by good books. But selling is a necessary part of any successful business. Selling is a necessary part of life if you have to gain the cooperation of others. And at some point in our lives, we all have to do it. Matthew’s book sold me on his approach and validated my entire 30+ years of professional experience in Chapter 1 with this paragraph: “Here’s the 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...and in the long-run, process beats personality. Every time.” Matthew then lays out a seven-step process that anyone can follow—a process that focuses on establishing rapport with potential customers (without having to make up small talk), gets to the heart of the customer’s pain points, and describes how you can sell your solution and dissolve objections through storytelling. Each chapter after the first goes into detail about one of the seven steps. This is a must-read for anyone who wants to have a successful life, because the focus is external (it’s not about the seller) using a process that works.

I have been anxiously waiting for this book to come out. As someone that runs a company, I am the primary sales person for my small business. Although externally I appear to people as extroverted, it is an act. By nature, I am an introvert. In this book, Matthew lays out a step by step process for an introvert to become an excellent sales person.Matthew's process follows 7 simple steps:1. Set the Stage (Trust and Agenda)2. Mine for Gold (Ask Probing Questions)3. Speak to the Right Person (Qualification)4. Don't Sell-Tell (Story-Based Selling)5. Don't Argue - Augment (Dealing with Objections)6. Take their Temperature (Trial Close)7. Ask without Asking (Assume the Sale)I am excited to implement these strategies for 2018 as I begin my planning for next year.

Being mostly an introvert, I have long felt that I had to lear to be someone else in order to succeed in business and especially anything to do with selling. Most sales training is so geared toward extroverts, that if it acknowledges introverts at all, it is mostly to imply "You're wrong. Don't be like that." Unbelievably refreshing to read approaches born from authentic experience, tested and refined through years of effort, that make me feel like I am not "wrong" or "broken" just because I like to have some solo time to recharge my batteries and because I look inward for answers. With the right tools and techniques, anything is possible! And if you're an introvert and you hope to make a living, this is an excellent book for you — it'll serve you well no matter what field you're in.

I spent my career as an instructional designer building training content, selling systems and best practices structures. In the late 80's, I worked for a company that built selling simulators that were ahead of their time. The new-hire sales employee sat in a kiosk where a series of video segments of customers came up on the screen. At the end of each segment 4 options appeared on the screen, and the sales trainee had to select the right choice. If they selected an incorrect option, they got text feedback about why there was still a better choice. Once they made the correct choice, a camera light came on, telling them they had to respond to what the customer had just said on video. This was a painstaking process, but the end product was a seamless, back-and-forth video role play of the traineee selling to 3-4 customer types. The trainee was typically required to take that video back to his or her hiring manager and debrief their performance.Imagine the pressure on the new hire. They quickly learned the right choices, so they could navigate seamlessly through the choices. But they wanted to put their best foot forward, so they would literally repeat each simulation tens of times until their videos aligned perfectly with the prerecorded videos of the customer. One of our clients did research that their trainees "wasted" their first 35 customers because of their nervousness and ineptitude. Using this simulator reduced that number to 14 bad real customer sales calls.These simulators were very difficult to develop. We hired actors, dressed them and accessorized their office sets so they were high-fidelity. We believed our world-class clients--IBM, BellSouth, American Express, and the like--would simply tell us what their best-practice selling steps were and we would emulate them. Shockingly, none of them ever did or could. A 1-week step to gain agreement on the selling steps on the project plan typically extended out to 3 months. This was the beginning of my realization--early in my career--about how difficult it was for even world-class selling organizations to verbalize to consultants--but especially to their newly hired sales trainees--how they wanted them to sell.It was against this backdrop that Matt's book is so interesting. He's able to do and to describe in this simple-to-follow book what many of our simulator clients wanted us to do ... tell them how to sell and offer that structure. Where we typically started in our work with the Xerox Needs-Based Selling process, Matt has constructed his own selling structure that seems to appeal to everyone. And where his steps are structured, he describes procedures for making the actual scripts and stories unique and perfect to each client. I thought the introvert angle on this was interesting, but it eventually works for everyone in the organization.I never ran into similar simulators during the rest of my career, but that experience provided a foundation for getting my later employers and clients to identify, share, argue over, fine-tune, and finally agree about how they should sell (or answer customer service complaints or make collection calls). Today with social media, cellphone video and on-the-job technologies it's easier to constantly improve how each sales employee represents her or his organization. Matt has provided a blueprint for making this much easier to accomplish.

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