Unlocking Introverted Strengths with Matthew Pollard
Matthew Pollard, the rapid growth guy, discusses the power of introverts in sales and networking. He emphasizes that introverts have unique strengths and should not try to copy extroverts. Instead, they should lean into their natural strengths. Pollard shares his own experience of learning how to sell as an introvert and helps introverts realize that they can succeed and even outperform extroverts in sales. He also explains the importance of storytelling in sales and how it can create deep rapport and help introverts communicate effectively. Pollard provides a step-by-step approach to sales conversations, including the use of research, asking the right questions, and delivering a paradigm shift to the customer. Networking is about building relationships with momentum partners and champions, not just getting new customers. Momentum partners are those who believe in your work and open doors for you, while champions endorse your work and give it credibility. Having these relationships can help you get out of the hamster wheel of constantly networking for prospects. In groups like EO where selling to other members is not allowed, momentum partners and champions become even more important. The EO Rally is a great opportunity to connect with like-minded individuals and learn practical strategies for rapid growth.
keywords
introverts, sales, networking, strengths, extroverts, storytelling, rapport, research, questions, paradigm shift, networking, relationships, momentum partners, champions, hamster wheel, prospects, EO, selling, EO Rally, rapid growth
takeaways
- Introverts have unique strengths in sales and networking and should embrace their natural abilities.
- Storytelling is a powerful tool for introverts in sales as it creates deep rapport and engages the emotional brain of the customer.
- Research and preparation are essential in sales conversations to build credibility and trust with the customer.
- Asking the right questions and delivering a paradigm shift can lead to higher closure rates and customer loyalty.
- Small talk is not always necessary in sales conversations, and focusing on the customer's needs and providing value is more important. Networking is about building relationships with momentum partners and champions.
- Momentum partners open doors for you and help you get warm introductions.
- Champions endorse your work and give it credibility, allowing you to increase your prices.
- In groups like EO, where selling to other members is not allowed, momentum partners and champions become even more important.
- The EO Rally is a great opportunity to connect with like-minded individuals and learn practical strategies for rapid growth.
Sound Bites
- "Helping introverts realize they're not second class citizens."
- "Introverts have a real strength in many extroverted arenas."
- "Storytelling activates the emotional brain and creates deeper rapport."
- "Networking is about two other more important relationships: momentum partners and champions."
- "Momentum partners open doors for me, so I don't have to go networking."
- "Momentum partners and champions are the ticket out of the hamster wheel to higher prices and more profit."
Chapters
00:00
Introduction and Passion for Helping Introverts
Introduction and Passion for Helping Introverts
03:35
The Power of Introverts in Sales and Networking
The Power of Introverts in Sales and Networking
08:57
The Art of Storytelling in Sales
The Art of Storytelling in Sales
12:13
Research and Customer Focus in Sales Conversations
Research and Customer Focus in Sales Conversations
16:15
Navigating Small Talk and Managing Sales Conversations
Navigating Small Talk and Managing Sales Conversations
21:18
Transforming Networking from Transactional to Relationship-Building
Transforming Networking from Transactional to Relationship-Building
26:58
The Power of a Unified Message
The Power of a Unified Message
28:22
Finding Momentum Partners and Champions
Finding Momentum Partners and Champions
35:18
The Benefits of Being Part of EO
The Benefits of Being Part of EO
40:08
Creating a Unified Message for Rapid Growth
Creating a Unified Message for Rapid Growth
50:02
Taking Action and Applying the Content
Taking Action and Applying the Content