Richard White, The Accidental Salesman®, shares a wealth of field-tested experience, tips, techniques and strategies to enable even the most reluctant networker to become a comfortable and confident professional. This Networking Survival Guide is for... * Entrepreneurs lacking a sales background * Consultants, Coaches and Trainers * Professionals such as Bankers, Accountants, Lawyers, Architects and Engineers * Freelancers and Career-Minded Jobseekers * Franchise Owners and Network Marketers * Sales People, Marketers, Authors, Professional Speakers and Experts * Anyone with 'Business Development' in their job description Inside you will learn how to... * Always have an appealing answer when asked, 'What do you do?' * Hone your 'elevator pitch' and gain a razor sharp edge over your competitors * Win powerful referrals into large organisations * Save time by becoming a more efficient networker * Persuade influential people to help you * Massively increase new business without cold calling * Get people to enthusiastically recommend you to their friends and contacts Whether you're an experienced business networker or just getting started, you can massively improve your results and enjoy doing it. This book shows you how.
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From the Author
This book is the result of 10 years of research into how to generate more sales leads from networking. I am great at sales and built a successful business unit for a medium sized IT consultancy. However, when I set up my own business and started networking I was useless at it. Even though I attended countless meetings, built up very strong relationships, and did the 'givers gain' I did not seem to have much to show for my efforts. I discovered there were many more just like me who started off very excited and ended up fed up and disillusioned with networking.
I could see that some people were getting fantastic results from networking so I went on a quest to discover the differences that make a difference. Using my NLP skills I distilled the essence, applied them to my own business and then started to help clients making the changes too. The results were amazing! The record is 8 hours - one client had spent a who year with nothing from networking and in just 8 hours he managed to generate 2 big sales leads from people he already knew!
I have created a repeatable process called the APPEAL framework and over the last few years many hundreds of networkers have increased their results by applying the framework to their business.
This book is designed to be easy to read and easy to implement. If you follow the exercises and apply the APPEAL framework to your own networking you will notice a dramatic improvement in results. You will even learn how to do this without ever having to attend another networking meeting again!
I could see that some people were getting fantastic results from networking so I went on a quest to discover the differences that make a difference. Using my NLP skills I distilled the essence, applied them to my own business and then started to help clients making the changes too. The results were amazing! The record is 8 hours - one client had spent a who year with nothing from networking and in just 8 hours he managed to generate 2 big sales leads from people he already knew!
I have created a repeatable process called the APPEAL framework and over the last few years many hundreds of networkers have increased their results by applying the framework to their business.
This book is designed to be easy to read and easy to implement. If you follow the exercises and apply the APPEAL framework to your own networking you will notice a dramatic improvement in results. You will even learn how to do this without ever having to attend another networking meeting again!
About the Author
Richard White is a sales coach and trainer for small and medium sized technology companies. He specialises in enabling clients win more business from large companies through effective networking. Richard is a sought after speaker on the subject areas of business networking and sales communication.
Richard holds an MBA from Cranfield School of Management where he specialised in the marketing ofservices. He worked as a business intelligence consultant for over 10 years working for Oracle before going on to build a successful consulting practice for an Oracle partner.
Richard is a Master NLP Coach and Master NLP Practitioner and is skilled in helping technically minded people feel more comfortable about sales. He is known as The Accidental Salesman® and is the founder of TheAccidentalSalesm.com.
Richard holds an MBA from Cranfield School of Management where he specialised in the marketing ofservices. He worked as a business intelligence consultant for over 10 years working for Oracle before going on to build a successful consulting practice for an Oracle partner.
Richard is a Master NLP Coach and Master NLP Practitioner and is skilled in helping technically minded people feel more comfortable about sales. He is known as The Accidental Salesman® and is the founder of TheAccidentalSalesm.com.
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Customer Reviews
Most Helpful Customer Reviews
4 of 4 people found the following review helpful
5.0 out of 5 stars
More than just a great book on networking, but a class in lead generation as well
29 April 2011
The author states in the book that it's aimed at the "frustrated networker", but I suspect the audience is much much wider than that.
If you're looking for a book on networking, then this book should definitely be one of those at the top of your list.
I found the APPEAL framework easy to apply and gave me a more compelling message when networking and creating marketing messages. The Customer Archetype exercises are particularly useful as a way of winning "Clients from Heaven".
I thought I wouldn't like this book, as there are a few NLP influences in the writing style. However, the style works and the book is "to the point" from beginning to end.
If you're looking for a book on networking, then this book should definitely be one of those at the top of your list.
I found the APPEAL framework easy to apply and gave me a more compelling message when networking and creating marketing messages. The Customer Archetype exercises are particularly useful as a way of winning "Clients from Heaven".
I thought I wouldn't like this book, as there are a few NLP influences in the writing style. However, the style works and the book is "to the point" from beginning to end.
4 of 4 people found the following review helpful
By Rhona Byrne
Richard's book is not only easy to read and understand, the exercises are useful and they really work. This book has helped me clearly define my niche as well as giving me good advice on how to network effectively. I would recommend it to anyone who is serious about growing their business through newtworking. Thank you Richard.
3 of 3 people found the following review helpful
As someone who shies away from physical networking this book quashed a lot of fears. It's very well written, easy to read, and a book you don't want to put down once you've started it.
It does expect you to do some background work, but to be honest, you should know the answer to these questions anyway. By following the step by step advice it will not only take the fear out of networking, it will ensure that you're not that person every one avoids at networking meetings, but rather one that every one wants to talk to.
I've always been a fan of Richard's writing, his blog posts often feel as though they were written just for me, and this book is no exception. By following his advice you will notice a huge improvement in both your business and your networking confidence, buying this book is one of the best investments you will make this year.
It does expect you to do some background work, but to be honest, you should know the answer to these questions anyway. By following the step by step advice it will not only take the fear out of networking, it will ensure that you're not that person every one avoids at networking meetings, but rather one that every one wants to talk to.
I've always been a fan of Richard's writing, his blog posts often feel as though they were written just for me, and this book is no exception. By following his advice you will notice a huge improvement in both your business and your networking confidence, buying this book is one of the best investments you will make this year.
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Most Recent Customer Reviews
5.0 out of 5 stars
Ideal resource for any business owner
Fantastic book: I read it through in one go, and I'm planning on going back through it over the next couple of weeks to go through the exercises properly. Read more
Published 2 months ago by Becky Ladley
5.0 out of 5 stars
So now i know what networking is about
Deceptively easy to read, this book presents a practical approach to understanding what to do when networking and most importantly: how to get other businesses interested in your... Read more
Published 7 months ago by Dave Nyss
5.0 out of 5 stars
Easy as 1,2,3
Networking for many people is very difficult. This can be for a number of reasons i.e. confidence. However this book guides you in the right direction to ensure networking is... Read more
Published 7 months ago by Kevin Patrick
5.0 out of 5 stars
The Accidental 'Reader'!
I originally selected to read The Accidental Salesman whilst researching for my masters dissertation. Read more
Published 7 months ago by Sue G
5.0 out of 5 stars
Essential reading for successful business networking
I moved from corporate World into running my own business and everything that goes along with that, this book explains using straightforward examples and stories how to train and... Read more
Published 7 months ago by RJM
5.0 out of 5 stars
Blueprint for more business
In this book Richard guides the reader on an educational journey that will help any entrepreneur or business person who wants to really focus on how to network and sell more... Read more
Published 7 months ago by Chris Andrews
5.0 out of 5 stars
An exceptional resource
I bought The Networking Survival Guide some months ago and I'm astonished at how often I revisit the book for tips and guidance; it's written in a no-nonsense manner with none of... Read more
Published 7 months ago by Ian Guildford
5.0 out of 5 stars
More than just networking
As a recent joiner of a business networking group I have found the information and advice in this book immensely valuable. It is, however, so much more than that. Read more
Published 8 months ago by Scowners
5.0 out of 5 stars
A Great Survival Guide For All Networkers.
Once I had started this book I couldn't put it down, it is not only very well written - and in places very funny, which makes it enjoyable and easy to read - it gives you so much... Read more
Published 13 months ago by Andrea Morrison - Red Box Impact (York)
5.0 out of 5 stars
A must have for anybody!!!
This book is not only for networkers - its for anybody wanting to is not a hermit !!!
And especially for new entrepreneurs its certainly a must have!!!
And especially for new entrepreneurs its certainly a must have!!!
Published 18 months ago by tina jonasen
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