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Foreword by Judy Robinett

1	When Introverts Fail at Sales
	The Problem with Introverts
	What Happens Without Sales
	The Myth of the Salesman
	Knocking on Ninety-Three Doors
	There’s Got to Be a Better Way
	Alex Becomes a Sales Powerhouse
	7 Steps to the Introvert’s Edge
2	Set the Stage (STEP ONE: TRUST AND AGENDA)
	The Power of Indifference vs. the Reek of Desperation
	The System Over the Sale
	The Importance of Trust
	Quickly Establishing Rapport
	Quickly Establishing Credibility
	No Hidden Agenda
	Show Them the Script
	Don’t Let Your Customers Run Your Machines
3	Mine for Gold (STEP TWO: ASK PROBING QUESTIONS)
	Find the Bleeding
	Listen, Not to Answer but to Understand
	Find the Pattern in the Questions
	Asking the Right Questions
	Getting Strangers to Open Up
4	Speak to the Right Person (STEP THREE: QUALIFICATION)
	Getting Past the Gatekeeper
	Don’t Waste Your Time
	Be Nice to the Secretary
	Why Is This Step Three?
	People Love to Qualify
5	Don’t Sell—Tell (STEP FOUR: STORY-BASED SELLING)
	Embed the Solution in a Story
	The Science of Storytelling
	Crafting Your First Story
6	Don’t Argue—Augment (STEP FIVE: DEALING WITH OBJECTIONS)
	Sidestep Objections
	Don’t Sell Yourself as a Salesperson
7	Take Their Temperature (STEP SIX: TRIAL CLOSE)
	Toe in the Water
	The Double-Bind
8	Ask Without Asking (STEP SEVEN: ASSUME THE SALE)
	How to Handle Price
	Don’t Treat Sales like Glass
	Find a Way, Not an Excuse
9	Perfect the Process
	Do an Eval on Yourself. Really.
	One Thing at a Time
10	The Introvert’s Edge in Real Life
	The Ghost of Business Past
	What I Did Then
	What I Do Now
	Why Bother?
11	Mastery
	Everyone Loves Options
	Preparing to Scale
	Don’t Surrender Your Business
	When Sales and Marketing Work in Unison
	The Introvert’s Edge