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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 9

ASK

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

Before you leave the meeting there’s one thing you need to do …

ASK. Ask for the business or the order.

You’ve targeted, you’ve connected, you’ve met – now it’s time for the final step in the model.

Earlier on I said that following up after networking was the thing that the vast majority of people hate in the business development process. I lied.

It’s asking that people hate the most; loathe and detest, even.

And whenever I ask people why they find this the most hated aspect, the answer is always that they fear rejection: that big fat, loud, all-consuming ‘No’.

In this chapter we are going to look at how you should ask, when you should ask and why you should ask, as well ...

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