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How to Be Great at The Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling

ISBN: 978-0-85708-243-5
204 pages
December 2011, Capstone
How to Be Great at The Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling (0857082434) cover image

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
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Foreword xi

Introduction xv

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

Epilogue 167

Acknowledgements 173

About the Author 177

Index 179

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