Relationship Edge The Key to Strategic Influence and Selling Success

ISBN-10: 0470915471
ISBN-13: 9780470915479
Edition: 3rd 2011
Authors: Jerry Acuff
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Description: Get a practical, actionable, three-step process to build and leverage important relationshipsMost people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workersbut few of us know how to  More...

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Book details

List price: $14.99
Edition: 3rd
Copyright year: 2011
Publisher: John Wiley & Sons, Limited
Publication date: 3/8/2011
Binding: Paperback
Pages: 272
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.682
Language: English

Get a practical, actionable, three-step process to build and leverage important relationshipsMost people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workersbut few of us know how to consciously and systematically build and maintain positive business relationships. For years, The Relationship Edge has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process.This completely updated third edition offers a fresh perspective on that process and includes more contemporary case studies, as well as how to build and nurture relationships online. Develop the right mindsetunderstand that personal relationships are vital to business success, both offline and online Ask the right questionsdiscover the common ground you share with others Do the right thingbe truthful and straightforward or you'll undermine the goodwill you've worked so hard to build Jerry Acuff, the author, has a proven record of success with previous editions of The Relationship EdgeWith real case studies and step-by-step guidance, The Relationship Edge, Third Edition offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers. Jerry Acuff's latest version is packed full of practical, concrete information on the mechanics of interpersonal relationships in the business world, all designed to have you doing business better and more productively than ever.

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

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