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

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CHAPTER 2

INTRODUCING THE TARGET, CONNECT, MEET, ASK MODEL

I’ve witnessed and heard of many delaying tactics employed by people keen to put off the day when they actually start selling. I can’t blame them and won’t blame you if you’ve been doing the same, because we all put off doing the things we hate.

However, getting started is a whole lot easier if you know what to do first.

Do you drive? Remember the process by which you were taught, the step-by-step process of ‘Mirror, Signal, Manoeuvre’?

Well, here’s a process for developing business: TARGET, CONNECT, MEET, ASK (and FOLLOW UP at every stage). I’m going to introduce you to the model in this chapter so that once you’ve read it, you’ll be able to get going and start building your business ...

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