Jerry Acuff

The Relationship Edge

The Key to Strategic Influence and Selling Success

• Broschiertes Buch

Produktbeschreibung

Get a practical, actionable, three-step process to build and leverage important relationships

Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers-but 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 mindset-understand that personal relationships are vital to business success, both offline and online
Ask the right questions-discover the common ground you share with others
Do the right thing-be 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 Edge

With 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.

Produktdetails

• Verlag: Wiley & Sons
• 3. Aufl.
• Seitenzahl: 272
• Erscheinungstermin: 15. Februar 2011
• Englisch
• Abmessung: 228mm x 151mm x 18mm
• Gewicht: 322g
• ISBN-13: 9780470915479
• ISBN-10: 0470915471
• Artikelnr.: 31199096

Autorenporträt

Jerry Acuff is CEO of Delta Point, Inc., a Scottsdale, Arizona-based consultancy that helps market-leading companies find new and innovative ways to market products. Over the last fifteen years, he has spoken and consulted extensively on the issues of sales excellence, change leadership, and customer-focused organizations. A graduate of the Virginia Military Institute, he has also served as Executive in Residence at the Amos Tuck School of Business at Dartmouth College. Wally Wood is a professional writer and the former editor of two business magazines and an international marketing newsletter.

Inhaltsangabe

Preface. Acknowledgements. Chapter 1 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. Chapter 2 Climb the Relationship
Pyramid. The Relationship Pyramid Levels. You Need Knowledge, Integrity,
Actions. Key Points About the Pyramid. Chapter 3 How to Build a
Relationship. What You Think Is Step 1. Learn Strategies, Not Tactics.
Chapter 4 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. Chapter 5 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. Chapter 6 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. Chapter 7 Build
Relationships on Actions. Show You Genuinely Care About Other People.
Business Gifts Are Not Unselfish Acts. Be Alert to Opportunities. Chapter 8
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. Chapter 9 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. Chapter 10 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. Chapter 11 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. Chapter 12 Maintain Your Meaningful Relationships.
Create Time for Relationships. Help Others to Succeed. Keep the Dialogue
Continual. Make Contact When You Don't Need Help. Chapter 13 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. Chapter 14 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.