How to Be Great at The Stuff You Hate

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

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