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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 | |