Table of Contents
HOW TO BE GREAT AT THE STUFF YOU HATE
What’s Different about This Book?
CHAPTER 1 THE STUFF YOU HATE . . . SELLING
The Characteristics, Attributes and Qualities of Good Sales People
CHAPTER 2 INTRODUCING THE TARGET, CONNECT, MEET, ASK MODEL
CHAPTER 3 TARGET (WHO, WHICH, WHAT)
Getting Started: A Definite But Flexible Focus
WARM: Customers of the Organization in Which You Work
COLD – People With Whom You Have No Connection
The Seven Stages of Body Language
Following Up after a Networking Event