The Introvert's Edge

November 27, 2017
Pollard, an entrepreneur and self-avowed introvert, delivers a helpful guide for other introverts looking to leverage their particular personality traits for sales. He begins by lamenting a persistent myth that successful selling requires a specific personality: charismatic, outgoing, and good at schmoozing. Pollard observes that introverts trying to fit this mold have a rough time. Often uneasy with small talk, they can come off as rude during sales calls and enter a vicious cycle where failure leads to desperation—and desperation in a salesperson is all too obvious. But in truth, Pollard convincingly argues, anyone can learn to sell, and introverts have traits that make them better at it, such as thoughtfulness, empathy, and the ability to listen closely. Unable to fall back on sheer force of personality, they instead tend to use a well-rehearsed, thought-out process, which Pollard views as essential to effective sales. In a series of concrete how-tos, he breaks down the process into manageable chunks: establishing trust, asking good questions, building a narrative, and getting past a “no.” Any introverted aspiring salesperson will be relieved to find this cogent guide. Agent: Cynthia Zigmund, Second City Publishing Services.