Description

Book Synopsis

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 peopl

    Table of Contents


    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

    That Meeting

    Chapter 5: Networking 69

    Business Talk for ‘Getting on with People’

    Chapter 6: Small Talk 87

    The Seemingly Mundane Activity That

    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

How to Be Great at The Stuff You Hate

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    A Paperback / softback by Nick Davies

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      View other formats and editions of How to Be Great at The Stuff You Hate by Nick Davies

      Publisher: John Wiley and Sons Ltd
      Publication Date: Publication Date: 09/12/2011
      ISBN13: 9780857082435, 978-0857082435
      ISBN10: 0857082434

      Description

      Book Synopsis

      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 peopl

        Table of Contents


        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

        That Meeting

        Chapter 5: Networking 69

        Business Talk for ‘Getting on with People’

        Chapter 6: Small Talk 87

        The Seemingly Mundane Activity That

        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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