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Index
Cover Epigraph Title page Copyright page DEDICATION FOREWORD
HOW TO BE GREAT AT THE STUFF YOU HATE
INTRODUCTION
About This Book About Me Who Should Read This Book? Why You Should Read This Book What’s Different about This Book?
CHAPTER 1 THE STUFF YOU HATE . . . SELLING
What Is Selling? Why People Buy The Characteristics, Attributes and Qualities of Good Sales People
CHAPTER 2 INTRODUCING THE TARGET, CONNECT, MEET, ASK MODEL
Target Connect Meet Ask Following Up
CHAPTER 3 TARGET (WHO, WHICH, WHAT)
Getting Started: A Definite But Flexible Focus Your Target List HOT: Your Existing Customers WARM: Customers of the Organization in Which You Work TEPID: Referrals COLD – People With Whom You Have No Connection Following Up
CHAPTER 4 CONNECT
The Cold Call Connecting by Email Connecting by Letter Speaking in Public Following Up
CHAPTER 5 NETWORKING
What Is Networking? Networking with Strangers The Networking ‘Event’ The Seven Stages of Body Language Following Up
CHAPTER 6 SMALL TALK
Topics Talking about Yourself Being Memorable Write It Down Business Talk Listening How to Move On Following Up
CHAPTER 7 FOLLOWING UP
Following Up after a Networking Event Following Up on Follow Up
CHAPTER 8 MEET
The Meeting Asking Questions Buying Signs Features and Benefits Wants and Needs
CHAPTER 9 ASK
First Things First: You Must ASK The Use of Silence Keep On Asking Dealing with Objections Possible Outcomes
EPILOGUE
Have a Style Keep Doing It Pick ‘n’ Mix
ACKNOWLEDGEMENTS ABOUT THE AUTHOR Index
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