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How to Be Great at the Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling

How to Be Great at the Stuff You Hate: The Straight-Talking Guide to Networking, Persuading and Selling

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Contents

Table of Contents

CHAPTER 1 THE STUFF YOU HATE . . . SELLING

CHAPTER 2 INTRODUCING THE TARGET, CONNECT, MEET, ASK MODEL

CHAPTER 3 TARGET (WHO, WHICH, WHAT): WHO YOU WANT TO SELL TO, IN WHICH ORGANIZATIONS, IN WHAT SECTORS

CHAPTER 4 CONNECT: MAKING AN EMOTIONAL CONNECTION TO SECURE THAT MEETING

CHAPTER 5 NETWORKING: BUSINESS TALK FOR ‘GETTING ON WITH PEOPLE’

CHAPTER 6 SMALL TALK: THE SEEMINGLY MUNDANE ACTIVITY THAT MAKES A HUGE DIFFERENCE

CHAPTER 7 FOLLOWING UP: MAKING THE MOST OF THE CONTACTS YOU MAKE – EFFICIENTLY, EFFECTIVELY AND ELEGANTLY

CHAPTER 8 MEET: MAKING THE MOST OF THE ENCOUNTER AND ENSURING YOU KEEP IN CONTROL

CHAPTER 9 ASK: YOU’VE WOOED AND COURTED WITH – IT’S TIME TO GO FOR THE KISS

ACKNOWLEDGEMENTS

ABOUT THE AUTHOR

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