You have to do it... you might as well enjoy it
No one likes a pushy, smarmy salesman - no one wants to bethat guy ... but most of us need to sell to some extent. How elsecan we get any business? We all have to do it now, whether we'relawyers, accountants or start-ups. But don't despair -there's no need to go on some cringey sales training day. How tobe Great at the Stuff You Hate shows you how to develop all theskills you need to sell yourself, your business and your ideas. Soditch the dread, forget the fear and start enjoying yourself!Selling isn't something you 'do' to people, it's not some dark artpractised by pushy and manipulative people - it's a process,it's a relationship ... it's fun! All you need to do is cut thecrap, 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 approachand do business with?
* Connect with those people - writing letters/emails
* Master meeting and networking - conquering smalltalk!
* Follow up once you've chatted to someoneAsk for what youwant

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