How the Quiet & Shy Can Outsell Anyone

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Just read The Introverts Edge: How the Quiet and Shy Can Outsell Anyone by Matthew Pollard with Derek Lewis.  It’s an absolute must read for entrepreneurs, founders, CEOs of startups and anyone launching, selling or promoting  something.

If you’re an expert in your field, people need you, but you also need to sell them on your skills and services. Sales is a separate job, but as anyone who has built an empire can tell you –it’s often the person with the most skin in the game  —you that it falls to.

“The competitor to be feared is one who never bothers about you at all, but goes on making his own business better all the time.” -Henry Ford

Pollard hits the nail on the head on how so many people who excel at what they do would rather focus on just that –skills and services, rather than sales.

Now, this is a health blog and you may wonder why I’m blogging about a how to sell book on it. It’s because people like me, who are seen as extroverts, but in reality are introverts, do experience a lot of anxiety when it comes to promoting themselves, rather than others. We can promote the heck out of someone else, but freeze when it comes to promoting ourselves. It’s the old fight or flight response. This book helps alleviate that.

“In selling as in medicine, prescription before diagnosis is malpractice.” -Jim Cathcart

Somehow, we introverts manage to attract clients effortlessly, but if we fine-tune the process, that success scales beyond unicorn territory.

Pollard steps in with a roadmap tailored precisely to people who don’t attend every networking event because they’re busy getting the job done. Their passion is in the work, not in selling. Yet, they have all the knowledge, so they end up being the best ones to sell it. Their WHY is strong. If you’ve ever met someone truly passionate about their business their face lights up like a Christmas tree when discussing it.

Pollard’s roadmap is based on his own success, after finding that introverts consistently outsold everyone on his own team.

Ironically, the author himself is an introvert, yet in 2014, after moving to the United States and knowing no one outside his girlfriend, he won several government proclamations for his work with small business and was invited to events as one of the most connected people in the city, all within less than a year.

He has transformed over 3,500 struggling businesses into success stories, and has worked with solopreneurs and startups to enterprises such as Microsoft and Capital One. He is the founder of the nationwide Small Business Festival, and has created five multi-million dollar ventures from scratch.

AND he’s a self-procraimed introvert at his core.

Most introverts are so great at their functional skills, they prefer to focus on the work. I’d posit to say Mark Zuckerberg is probably one of these people. Bill Gates too. Many lawyers, consultants electricians are the same.

“Introverts beat their (extroverts) ‘gift of gab’ counterparts, hands down. Contrary to all the myths and beliefs, I discovered that introverts make the best sales people.” -Matthew Pollard

According to Pollard, sales is simply just another skill geniuses and smart people can learn. Extroverts rely more on their personalities. He says introverts have an advantage because they rely on the system, and they’re not deterred by emotion.

So much of what he writes in this book resonates with me. One thing I’ve encountered on social media is being pitched constantly.  A huge turn-off for me is when someone immediately pitches me without even establishing any sort of rapport.  In his 7-Step System, establishing rapport and trust is at the top.

I have to agree, and I know colleagues will too. I even had to remove names from my Referrals on Linked In, because people I didn’t know were using my name to reach out to people who recommended me asking them for jobs. Since I’ve known these people for decades, they alerted me.

They weren’t even asking for entry-level positions, advice or an internship. No. They jumped right to “Can you get me a producer job on Good Morning America?” and they were often right out of school. To top that off, I didn’t know them. They were simply a social media connection.

They didn’t establish initial rapport with me OR the other person. No one wants to feel used. And that’s the exact feeling you get when someone you don’t know asks for a favor –and a huge one at that. One that has tremendous value encompassing all your knowledge, skills, experience, contacts and hard work.

Pollard talks about his early days and how he learned a lesson the hard way.

“…when I got in front of the business owner, I’d launch straight into my spiel. Without any kind of rapport –without any sort of personal connection –I was just a commodity, a nameless, faceless salesman trying to land a sale…establishing even the slightest connection on a personal level helped make a person’s attitude toward me more positive.”

So true. It made my mind flash back to those people I do respond to professionally on Linked In or Facebook, and it’s those people who do that. They are rare. The majority of people are like people who start working out at the gym without warming up. They end up in pain and ditch going back. Their fitness goals don’t get met. In business, your sale, pitch or promotion doesn’t get results.

Credibility is another biggie. Since introverts don’t self-promote, we as”sume anyone approaching us has done their homework and knows our background and that we’ve worked with the best and achieved results.

Authentic rapport + credibility is what establishes trust. Trust is at the foundation of all relationships, albeit business or personal.

“If people like you, they’ll listen to you. But if they trust you, they’ll do business with you.” -Zig Zagler

When your intentions are right (and they absolutely should be), you are there to provide a product or service that people actually need or want.

“It (your product or service) should make their lives easier help them solve a problem, make them money, save them money, or in some way truly benefit them.”

“Think of it like going to the doctor. I’m not a medical expert; when something’s wrong, I just know that something’s wrong. I don’t go see the doctor already armed with the knowledge of my treatment plan, the prescriptions I need, and which tests need to be run. I need help, but I lack the expertise to figure out what that looks like…that’s why we pay for experts: Doctors draw on their experience with past patients to identify potential causes and the continue to ask more and more specific questions until they have a pretty good idea of the cause of the pain. Your back pain may actually be kidney trouble. Your weight gain could be indicative of a thyroid problem…”

You, the introvert expert must ask probing questions, so you can tap into all your experience, knowledge and skills to provide their solution.

Henry Ford is regarded as one of the greatest businesspeople and industrialists ever, beating dozens, perhaps even hundreds, of other automobile manufacturers to become a titan. He’s one of the top ten richest people who ever lived in modern history. His secret?

He never stopped improving the process.

I don’t want to give away the entire book here because it’s worth every penny for every introvert in business or person who wants to be in business for themselves or is an introvert closing deals on behalf of a larger corporation. Improving the process step-by-step is exactly what Pollard helps you do.

Best of all…

“The Introverts Edge” by Matthew Pollard is based on you being authentically you. That’s a healthy recipe in business AND life. -Maria Dorfner

“This book will be a game changer for any introvert who hates selling or believes they just can’t do it. You can!” -Neil Patel, New York Times bestselling author

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For More Information visit:
http://www.theintrovertsedge.com

You can also join Matthew Pollard and other professionals committed to sales success in The Introvert’s Edge Inner Circle  –an online community for introverts.

As a thank you for buying the book, you get a year’s subscription to The Inner Circle providing access to a lot more advice for free at http://www.theintrovertsedge.com/innercircle

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Pollards mission is to bridge the chasm between someone’s struggling dream and a rapid growth business they love. I’d say he’s doing so with this book because he himself has the introvert’s edge: focus, compassion, empathy, understanding and a unique ability to listen intently and thoroughly prepare.

I’m reminded on this historic day of The Royal Wedding how Princess Diana was quiet and shy.  Yet, the entire world embraced her as The People’s Princess. There is also a quiet shyness to Prince Harry and Meghan.

Together, they quietly embrace doing great charity work together. In fact, it’s how they fell in love.  Helping others. As Rev. Curry so beautifully stated, there is power in love.  GREAT power. Congratulations to Her Royal Highness the Duchess of Sussex and His Royal Highness The Duke of Sussex.  You personify The Introvert’s Edge.  ~Maria Dorfner

 

Book Available on Amazon

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TO BOOK AN INTERVIEW with MATTHEW POLLARD CONTACT HIM DIRECT AT:
matthew@matthewpollard.com OR (c) 512-993-5033

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7 Health Benefits of Playing Soccer

1.  ENDURANCE – Ability to do multiple contractions repeated over a long duration.

2.  TEAMWORK – Each player must rely on the next to reach a goal. 

3.  TONE MUSCLES – The constant stop and go mimics interval training.

4.  BRAIN BUILDING –  You’re alert to anticipate what IS happening & what COULD. 

5.  BONE STRENGTH –  Headers, throw-ins, kicking keep you strong.

6. GREAT FOR YOUR HEART – Non-stop running really gets the heart pumping.

7. BURNS CALORIES – Hundreds of calories burned. Midfielder runs up to 5 miles. 

Why You Need to Stretch

Reasons why stretching is so important for soccer players:

  • Increase Flexibility – A good athlete is flexible. Flexibility works with speed, endurance, strength, agility, and skills to create your total athletic ability.


  • Prevent Injury – Flexibility limits risk of sports injury. Studies show female soccer players are at higher risk for knee injuries; stretching during all practice and games helps prevent that.  Always warm-up before stretching.  So important. 

    The Basics

  • Hydration – Drink plenty of fluids before you exercise to give your muscles the fluids necessary to perform to their best,.


  • Warm-Up – Always warm up before stretching. Jogging or jumping jacks for 5-10 minutes will warm-up the muscles.


  • Breathing – While stretching, remember to breathe slowly and evenly to increase oxygen to your body.


  • Stretch for the right length of time – hold each stretch for at least 10-30 seconds maximum.


  • Stretch evenly – stretch both legs, arms equally. Stretch all of your muscle groups. Don’t stretch the front of your thighs (quadriceps) without stretching the back of the thighs (hamstrings). Also, stretch your whole body, not just your legs – stretch your arms, back, neck, stomach, chest, etc.

    What NOT to do

  • Don’t Bounce – Use slow even movements when stretching, bouncing places too much stress on your muscles and joints.


  • Do Not Over Stretch – Be patient, and never force your joints to go further than they want to.


  • Keep Good Posture – Keep your back straight while stretching, or you risk injuring your back muscles.


  • Do Not Overextend Your Joints – Hyperextending your joints (bending them farther than they were meant to go can cause injury, and does not help you in any way. Female soccer players should pay special attention to their knees, to avoid injury.


  • If It Hurts…DON’T DO IT – Always listen to your body. Stretching correctly, you should feel tension on the muscles, and possibly some discomfort – If you have any sharp or serious pain during a stretch or exercise – STOP!, you may doing harm to your body. Remember, pain is your body’s way of telling you that something isn’t right, listen to it.


  • If you do have an injury, ask your doctor about any exercise or stretching and follow their advice



    WHAT TO EAT:  Soccer Nutrition and Carbohydrates 


    The slow and fast running which you utilize may easily deplete your glycogen stores. To avoid that you need to eat quality carbohydrates.

    Research have shown that amateur soccer players only eat 1300 calories of carbohydrate/day, which is far below the recommended level of 2300 to 2900 calories.

    The main energy source for your muscles are the glycogen fuels. Glycogen is produced from carbohydrates you eat (apples, bananas, bread, milk etc). It is vital for your performance to have enough glycogen. If not, you will have a fatigue felling, your concentration will be poor and recovering from a match/practice will take longer time.

    If your glycogen fuels are low in the beginning of a game, you will most likely have few carbohydrates left in your muscles at the beginning of second half. This simply means that your performance will decrease significantly. You will for example run slower, sometimes by as much as 40-50 % compared to your first half of the match. Your cover distance will also be reduced by 25% or more with low glycogen fuels.

    Do I need to eat fat?
    Well, as soccer player you will burn many calories but the fat should still be minimized in your soccer food because it is not an efficient provider of energy. This doesn’t mean that a diet for soccer players should not contain fat, instead, you should try to keep it low, because in long running sports, like soccer, your body will use glycogen fuel which is found mainly in carbohydrates.

    What about protein, do I need it?
    As soccer player you need normally to eat 0.6 to 0.8 grams of protein per pound of your body weight per day (1.4 to 1.7 g/kg/day). Protein is a vital part of your soccer diet as it will repair your muscles plus boost your immune system. You may also use protein as fuel before practicing sessions or match but it doesn’t give you any boost of energy as carbohydrates does. Some good sources of protein include fish, chicken, milk and yogurt.

    Is it necessary to drink much water?
    During your practice or matches, your body will lose a lot of water (especially in hot and warm weather kinds). By drinking water you will be able to keep your body hydrated which will give a boost on the field. This is one of the most important parts of nutrition for soccer players and you should really put effort in getting it right.

    Soccer nutrition and sports drinks
    Sports drinks usually claim to boost your performance but they are just full of fast carbohydrates that will just increase your blood sugar for a while. This will not increase your performance to some high level. My advice is to plan your meals and only consume sports drinks when you really don’t have time to eat.

    When To Eat?
    The recommended energy diet for soccer players state that you should eat at least 700 carbohydrates 3-4 hours before the start of your game. After the end of match you should attempt to consume enough carbohydrate to replace all the fluid you have lost during the match.

    MORE STRETCHING TIPS AT LINKS BELOW:

Hope you learned something.

Stay healthy! 🙂

    [photo: Saint Joseph by the Sea Soccer Team Champs Go to Italy in ’09]

 

 

Read more on what muscles soccer works out: http://www.livestrong.com/article/479769-what-muscles-does-soccer-work-out/#ixzz1qULg1ILu

Train Your Brain to Become Your Inner Neuro-Coach: Replace Unproductive Habits with Irrepressible Motivation by John Assaraf

By applying brain science to coaching and achieving your goals, you can create powerful, effective, and transformational exercises to solve your personal and business problems in a fraction of the time.  Instead of spending 10, 20, or 50 hours with a coach who uses traditional strategies, you can use brain science to solve the same problem in 10, 20, or 50 minutes.

I’m going to guide you through an imagination exercise – what Einstein called a “mind experiment” – that has helped thousands of people achieve excellence by tapping into the inner wisdom of your brain.  And, if you share the experience you are about to have with others in our community, you’ll add great value for everyone who is reading this column. Together, we can create the first neuro-coaching MasterMind experience.  Make sure you have a pen and a sheet of paper in front of you.

So let’s begin. Imagine that you have been invited to meet with the most extraordinary and famous coaches, therapists, and consultants in history.  You walk into a beautiful, elegant room, and there, sitting on the couch, is Sigmund Freud and Carl Jung!  Leaning back in a pair of armchairs are Warren Buffet and John Assaraf.  Milling around the room is the famous hypnotherapist Milton Erikson. He’s talking to John Gottman (the psychology guru of couples therapy), Aaron Beck (the father of cognitive therapy), and Martin Seligman, the founder of Positive Psychology. Over in the corner are the Dalai Lama, Gandhi, and Socrates, who are delighted that you have come to join in this circle of mastermind coaches and leaders.

They beckon you to an empty chair, and as you sit down, everybody turns toward you with a warm smile on their face. You literally feel their love flowing out for you as you prepare to have the most incredible coaching session in the world.

But there’s a catch:  you only have 30 seconds to ask these geniuses a single question.  You freeze and think to yourself:  “My god!  What should I say?” Fearing that you may blow this amazing opportunity, your mind starts racing a million miles per second. You are about to fry your brain.

Freud steps in to help:  “Lie back in ze chair and relax.”   So do so, right now: lean back and stretch your arms, hands, and legs.  Don’t just do this in your imagination; just take a moment to shake out all of the tensions in your body.

The Dalai Lama chimes in:  “Take a deep breath and let all of your current thoughts and feelings float by, without judging them.”  Do so, right now.

Mark Waldman, who had fallen asleep behind the couch, suddenly wakes up and shouts:  “And don’t forget to yawn!”  So take 10 seconds right now, and yawn.  Feel all of your tensions melting away as your mind becomes crystal clear and calm, and now ask yourself this question:  “What problem do I have that I would like this roomful of brilliant advisors and coaches to respond to?”

On your sheet of paper, write down the first three questions that come to mind.  Circle the most important one and say it out loud to yourself.  Notice how it sounds. Then ask yourself, “Is this really the most important question and problem I want to address?” If not, write down a question, the answer to which could change your life for the better. Again, say the question aloud.

Imagine that one of the gurus in the room speaks a single sentence, filled with wisdom and solid advice. Write down what your imagination hears. It doesn’t matter if the answer is silly, but if nothing comes to mind, just keep asking this question to yourself. In 5 minutes, or maybe an hour from now, you’ll hear a whisper coming from your unconscious brain, from a place where our inner wisdom is born and stored. You are engaging in an exercise that has been confirmed by the latest neuroscientific research on creativity, imagination, and problem solving.

Look at the advice that you “heard” (and you really want to have some fun, ask each person in this imaginary room to give you a piece of wisdom. Make sure you write it all down. The advice you hear may the best advice in the world. It’s generated by one of the newest parts of your brain – the anterior cingulate – and you can “innercise” it through mindfulness, concentration, self-hypnosis, affirmations, and meditation. It will suppress disruptive feelings and thoughts that hold you back from achieving inner and outer greatness.

This imaginary exercise actually changes your brain by replacing unproductive habits with irrepressible motivation. It’s a neurological “call to action” that brings you closer to achieving your dreams and goals. Indeed, you are literally training your own brain to become your inner neuro-coach.

 To Learn More

1) Opt into our free “Winning the Game of Money” video series to learn more about making more money using the latest brain research. You will also have a chance to win $5000 in personal coaching with John Assaraf!

2) Use the Social media links to share this article with your friends

 
FILED UNDER: BLOGBRAIN SCIENCE