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| Preface | |
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| Acknowledgments | |
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| Relationships Are Everything | |
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| Breathe AIR into Relationships | |
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| Learn to Build Relationships | |
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| Payback Time in Memphis | |
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| Relationships Can Trump Price | |
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| Four Fundamental Selling Truths | |
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| Meaningful Dialogue Comes with Trust | |
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| Climb The Relationship Pyramid | |
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| The Relationship Pyramid Levels | |
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| You Need Knowledge, Integrity, Actions | |
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| Key Points about the Pyramid | |
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| How To Build A Relationship | |
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| What You Think Is Step 1 | |
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| Learn Strategies, Not Tactics | |
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| Ask The Twenty Questions | |
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| Start with a Self-Check | |
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| Sharing Creates the Relationship | |
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| Learn What Someone Treasures | |
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| Thirteen Facts about Human Beings | |
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| Let the Other Person Talk | |
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| Sell by Not Selling | |
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| Start with These 20 Questions | |
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| Memorize the Questions, but Think FORM | |
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| Tell Me Something That Will Surprise Me | |
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| Respect Their Time and Opinions | |
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| Plan What You Will Ask | |
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| Ask The Questions Properly | |
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| Motives Matter | |
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| Setting Up a Good Question | |
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| Analyze the Bridge to the Question | |
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| What Do You Need to Achieve Today? | |
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| Ask Personal Questions First | |
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| Hold Up a Book | |
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| Don't Suggest an Answer | |
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| Find Common Ground | |
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| Make Them Think | |
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| Stimulate Real Thinking | |
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| Ways to Gain Respect | |
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| Probe For Small World Connections | |
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| Connect for Yourself | |
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| Use the Small World Phenomenon | |
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| Connect for the Other Person | |
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| Connect with Difficult People | |
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| Probe for Connections | |
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| Build Relationships On Actions | |
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| Show You Genuinely Care about Other People | |
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| Business Gifts Are Not Unselfish Acts | |
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| Be Alert to Opportunities | |
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| Map Your Key Relationships | |
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| Map Relationships with Four Groups | |
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| People Inside the Organization | |
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| People Outside the Organization | |
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| People Important to Your Career | |
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| People Who Are Upset with You | |
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| Build Relationships Strategically | |
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| Hop From One Pyramid To Another | |
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| Pyramid Hopping Is Not Networking | |
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| Friendly Is Not the Same as Friendship | |
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| Pyramid Hopping in Practice | |
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| Pyramid Hopping Requires Questions | |
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| Pyramid Hopping Usually Requires Specifics | |
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| Gain Respect Thirteen Ways | |
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| Identify Qualities You Respect | |
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| Thirteen Ways to Gain Respect | |
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| Examples of Building Respect | |
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| Be Genuinely Interested in the Other Person | |
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| Do What You Say You Will Do | |
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| Be Knowledgeable, Be Inquisitive, or Be Quiet | |
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| Control Your Emotions; Anger Manages Everything Poorly | |
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| Be Honest and Straightforward | |
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| Be Objective and Avoid Appearing Biased | |
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| Be Persistent, but Never Be Aggressive | |
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| Be a Learned Person with Some Expertise | |
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| Be Courteous to Everyone | |
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| Always Listen Intently to the Other Person | |
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| Seek to Understand Other People | |
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| Do Things That Demonstrate Your Unselfish Nature | |
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| Find Out What People Want, and Help Them Get It | |
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| Write Clear, Specific Goals | |
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| Understand Your Goal-Seeking Mechanism | |
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| Goals Have Five Characteristics | |
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| Be Clear about What You Want | |
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| Write Down Your Goals | |
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| Set Goals in Line with Your Gifts | |
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| Don't Let Others Discourage You | |
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| Take the Pressure Off Yourself | |
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| Maintain Your Meaningful Relationships | |
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| Create Time for Relationships | |
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| Help Others to Succeed | |
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| Keep the Dialogue Continual | |
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| Make Contact When You Don't Need Help | |
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| Use Social Media to Build Relationships | |
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| The Goal Is to Offer Value | |
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| Form a Network of Relationships | |
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| Don't Friend or Link to Everyone | |
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| Six Tips for Better Social Media Relationships | |
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| And What If You're The Boss? | |
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| The Six Drivers of Business Success | |
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| Problems with Command and Control | |
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| Job Satisfaction and Dissatisfaction | |
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| Problems with Sales Training | |
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| Selling Is Learning and Teaching | |
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| What Managers Should Be Doing | |
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| A Coaching Process for Relationship Development | |
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| Build Relationships Routinely, Consciously, Deliberately | |
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| Notes | |
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| Index | |