- Publisher: Thomas M Murphy Sales & Marketing; First Edition edition (Mar. 1998)
- Language: English
- ISBN-10: 096622860X
- ISBN-13: 978-0966228601
- Package Dimensions: 21.1 x 14 x 1.3 cm
- Average Customer Review: 1 customer review
- Amazon Bestsellers Rank: 8,248,759 in Books (See Top 100 in Books)
Successful Selling for Introverts: Achieving Sales Success Without a Traditional Sales Personality Paperback – 1 Mar 1998
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Most helpful customer reviews on Amazon.com
This books says no! If you are the type of person who finds him or herself drained of energy by being with people, rather than energized, or are just more quiet, reflective and thoughtful, then you will learn how to take advantage of your natural personality to succeed in sales, marketing and networking.
It has helped me a lot. It validated some of the methods I had already used, that "sales" courses said wouldn't work. He shows how to warm up cold calls and, most importantly, have confidence that an introvert's way of selling is OK. The introvert still has to work, still has to deal with rejection, and all the rest, but Murphy will teach one ways to take advantage of one's naturally introverted personality and show how it has advangates the the extrovert can't touch.
If I had to teach sales techniques, I would teach from this book, since a large number of any group will be introverts, who will not be able to hear, implement or be successful using extroverted sales technques.
If you find the notions of going door-to-door, being in huge crowds, or talking to a lot of strangers daunting, this book will give you valuable ideas about other approaches to selling that will not only be more comfortable, but more effective as well.
The over-riding theme of the book is "know yourself." A successful salesperson must know his or her own strengths and weaknesses and not be deterred by rejection.
As well, the book discusses at length the difference between sales farming and sales hunting. A sales hunter goes out into the world and attacks everything in site. A sales farmer is someone who finds fertile ground and grows sales over time.
All in all I would highly recommend this book. By drawing on his real-world experiences, Mr. Murphy has written a book that anyone in marketing, advertising, or sales can find valuable.