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

by Nick Davies

Overview

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

Product Details

ISBN-13:	9780857082435
Publisher:	Wiley
Publication date:	12/27/2011
Edition description:	Original
Pages:	208
Product dimensions:	5.30(w) x 8.40(h) x 0.70(d)

About the Author

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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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