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21 " If you quote a price before knowing exactly what they need, then you're chasing a moving target. "
― Matthew Owen Pollard , The Introvert's Edge: How the Quiet and Shy Can Outsell Anyone
22 " To sell successfully, you don't have to be aggressive. You don't need to be anything other than you. You just need to experiment until you find a way that feels natural. "
23 " Use a true story jam-packed with credibility points to sidestep objections. "
24 " See the sales process for what it is-- a big assembly line. "
25 " The secret? Never stop improving your process. "
26 " You can't have an effective discussion on price until the prospect understands your value. "
27 " Discover your driving mission; then redefine your business around it. That, in turn, will lead you to discover your market's blue ocean. "
28 " If you want consistent sales results, you need a consistent sales process. "
29 " Instead of trying to counter an objection, sidestep it with a story. "
30 " It's not your prospect's fault if they have sticker shock; it's yours. "
31 " Trust; it's the basis of everything else. "
32 " The better you know your customer, the better you can speak directly to them and their situation. "
33 " The story is the heart of the sale. "
34 " French general Ferdinand Foch said, “The most powerful weapon on earth is the human soul on fire. "
― Matthew Owen Pollard , The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections
35 " Trust: it's the basis of everything else. "
36 " This book will be a game changer for any introvert who hates selling orbelieves they just can’t do it. You can!—Neil Patel, New York Times bestselling author of Hustle and co-founder of Crazy Egg & Hello Bar "
37 " You should never have to feel inauthentic or deceptive to succeed in business "