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