Getting from the bar to the boardroom: 25 proven sales techniques for relationship building, networking, negotiating, and dealmaking

By:

Gentilcore, Doug

Material type: Text

TextPublication details: Routledge New York 2023Description: 122 pISBN:

9781032110622

Subject(s):

DDC classification:

658.85 GEN

Summary: Everyone is a salesperson. Whether you want to admit it or not, there is a point where you have to persuade an individual or group to change their current course of action in favor of a new one. This book is a sales guide, but more importantly, it is a guide on how to transition into the professional world and how to avoid the many pitfalls that have claimed countless victims. Drawn from his successful career in corporate sales and client services, Doug Gentilcore shares his firsthand experiences and knowledge for developing a promising business career. In this innovative book, the author explains why any business professional, whether in sales or not, will at some point have to persuade an individual or group to change their current course of action in favor of a new one. Told via a clever and engaging narrative, this book delivers 25 proven skills for relationship building, networking, negotiating, business dealmaking, and complex sales that business professionals can incorporate into their own work style. These include: • Have Your Credentials at the Door • If You Don’t Have a “Big” Friend, Make One • Bar Stool Selling • You’re Going to Get Shot Down, Deal with It • Never, Ever Turn Down a Free Drink • Know When It’s “That Time”

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Public Policy & General Management	658.85 GEN (Browse shelf(Opens below))	1	Available		005486

Table of Contents:

1. Have Your Credentials at The Door
2. Have an In
3. Set the Agenda for The Evening
4. Make Sure Everyone Has a Drink
5. Talk to The Locals
6. Keep Your Head on A Swivel
7. If You Don’t Have A "Big" Friend, Make One
8. Respect the Bouncers
9. Drink Responsibly
10. Bar Stool Selling
11. You’re Going to Get Shot Down -- Deal with It
12. Be the Center of Attention, To A Point
13. Know Your Time and Place
14. Don’t Sulk and Don’t Let Others Sulk
15. Don’t Focus on Who Isn’t There
16. Have A Full Wallet
17. Buy A Round
18. Never, Ever Turn Down a Free Drink
19. Be on The Prowl
20. Confidence Is King, Arrogance Is the Jester
21. Tip Appropriately
22. Close Out Your Tab
23. Send Pictures
24. Recover
25. Know When It’s "That Time

Everyone is a salesperson. Whether you want to admit it or not, there is a point where you have to persuade an individual or group to change their current course of action in favor of a new one. This book is a sales guide, but more
importantly, it is a guide on how to transition into the professional world and how to avoid the many pitfalls that have claimed countless victims.

Drawn from his successful career in corporate sales and client services, Doug Gentilcore shares his firsthand experiences and knowledge for developing a promising business career. In this innovative book, the author explains why any business professional, whether in sales or not, will at some point have to persuade an individual or group to change their current course of action in favor of a new one. Told via a clever and engaging narrative, this book delivers 25 proven skills for relationship building, networking, negotiating, business dealmaking, and complex sales that business professionals can incorporate into their own work style. These include:

• Have Your Credentials at the Door
• If You Don’t Have a “Big” Friend, Make One
• Bar Stool Selling
• You’re Going to Get Shot Down, Deal with It
• Never, Ever Turn Down a Free Drink
• Know When It’s “That Time”

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