How to Be Great at The Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling
December 2011, Capstone
You have to do it… you might as well enjoy it
No one likes a pushy, smarmy salesman – no one wants to be that guy ... but most of us need to sell to some extent. How else can we get any business? We all have to do it now, whether we're lawyers, accountants or start-ups. But don't despair – there's no need to go on some cringey sales training day. How to be Great at the Stuff You Hate shows you how to develop all the skills you need to sell yourself, your business and your ideas. So ditch the dread, forget the fear and start enjoying yourself! Selling isn't something you 'do' to people, it's not some dark art practised by pushy and manipulative people – it's a process, it's a relationship ... it's fun! All you need to do is cut the crap, be yourself and win some business.
How to be Great at the Stuff You Hate shows you how to:
- Pull together a target list – who do you want to approach and do business with?
- Connect with those people – writing letters/emails
- Master meeting and networking – conquering small talk!
- Follow up once you’ve chatted to someoneAsk for what you want
Chapter 1: The Stuff You Hate . . . Selling 1
Chapter 2: Introducing the Target, Connect, Meet, Ask Model 15
Chapter 3: Target (Who, Which, What) 23
Who You Want to Sell to, in Which Organizations, in What Sectors
Chapter 4: Connect 39
Making an Emotional Connection to Secure at Meeting
Chapter 5: Networking 69
Business Talk for ‘Getting on with People’
Chapter 6: Small Talk 87
The Seemingly Mundane Activity at Makes a Huge Difference
Chapter 7: Following Up 107
Making the Most of the Contacts You Make – Efficiently, Effectively and Elegantly
Chapter 8: Meet 125
Making the Most of the Encounter and Ensuring You Keep in Control
Chapter 9: Ask 147
You’ve Wooed and Courted with – It’s Time to Go for the Kiss
About the Author 177
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How to Be Great at The Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling (US $24.95)
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