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 someone Ask for what you
want
Innehållsförteckning
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
Om författaren
Nick Davies is a former barrister who now works as a business trainer and speaker. In 2008, he started up The Really Great Training Company to provide people with no nonsense, practical training in key aspects of communication skill, delivered in a way that is effective, engaging, remembered and bursting with useful, practical information that’s based in the real world.
Nick’s plain-talking, humorous approach has led to several accolades, including Trainer of the Year 2007/08 by LETG and also received the Best Conference Speaker Award at the KMUK European Conference 2009/10. He has also just beenappointed to train members of senior staff within The Royal Household at Buckingham Palace.
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