How to Be Great at the Stuff You Hate · the Straight-Talking Guide to Networking, Persuading and Selling by Davies, Nick -- Read -- Imperial Library of Trantor

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