The Relationship Edge: The Key to Strategic Influence and Selling Success / Edition 2

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Overview

The Relationship Edge shows you exactly how to build valuable business relationships with people you don't naturally connect with. It presents a straightforward, three-step process that is easy to apply to your work and business. Jerry Acuff provides real-world principles for developing strong and lasting personal relationships with the key people in your business life, helping you become more effective and persuasive while maintaining meaningful, truthful dialogues with those around you. Acuff shows how the more truthful and direct you are with customers and colleagues, the more truthful they'll be with you- and the more likely you are to find meaningful solutions to the business challenges you share.

This revised edition includes new information on building and leveraging healthy business relationships, especially how to maintain them over the long term. With real case studies and step-by-step guidance. The Relationship Edge offers the tools and advice you need to develop strong, rewarding relationships with customers, coworkers, and managers. With practical, concrete information on the mechanics of interpersonal relationships in the business world, you'll be well on your way to doing business better and more productively.

About the Author:
Jerry Acuff is President of Delta Point-The Sales Agency, a Scottsdale, Arizona

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Product Details

  • ISBN-13: 9780470068335
  • Publisher: Wiley, John & Sons, Incorporated
  • Publication date: 12/22/2006
  • Edition description: Revised Edition
  • Edition number: 2
  • Pages: 256
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.80 (d)

Meet the Author

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.

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Table of Contents


Foreword     vii
Acknowledgments     xi
Climbing the Relationship Pyramid     1
Building Relationships Is a Skill     4
Payback Time in Memphis     5
Relationships Can Trump Price     7
Four Fundamental Selling Truths     9
Meaningful Dialogue Comes with Trust     11
Climbing the Relationship Pyramid     13
You Need Knowledge, Integrity, Actions     15
Key Points about the Pyramid     17
What Strong Relationships Require     21
Three Steps to Building a Positive Relationship     24
Make Self-Fulfilling Prophecies Positive     27
Think Well of Others (Even the Jerks)     29
Implement the Process Completely     31
Learn Strategies, Not Tactics     33
Set Yourself Apart     35
Do Unexpected, Unselfish Actions     37
Building a Relationship Takes Time     40
Decide Who's Key, Then Do Something     43
Twenty Questions     47
Start with a Self-Check     50
Sharing Creates the Relationship     52
Learn What Someone Treasures     53
Thirteen Facts about Human Beings     55
Let theOther Person Talk     58
Sell by Not Selling     59
Start with These 20 Questions     60
Memorize the Questions, but Think Form     63
Tell Me Something That Will Surprise Me     65
Respect Their Time and Opinions     66
Plan What You Will Ask     68
Good Questions Promote Meaningful Dialogue     71
Motives Matter     73
Setting up a Good Question     74
Analyze the Bridge to the Question     76
Preface Your Question     78
Ask Personal Questions First     79
Hold up a Book     82
Don't Suggest an Answer     84
Learn What Someone Treasures     84
Make Them Think     88
Stimulate Real Thinking     90
Ways to Gain Respect     91
It's a Small World After All     95
Connect for Yourself     97
Use the Small World Phenomenon     99
Connect for the Other Person     103
Connect with Difficult People     105
Probe for Connections     106
It's Not What You Know; It's What You Do     109
Show You Genuinely Care about Other People     112
Business Gifts Are Not Unselfish Acts     113
Be Alert to Opportunities     115
Do the Right Thing     130
Why You Ought to Map Your Relationships     133
Map Relationships with Four Groups     136
People Inside the Organization     137
People Outside the Organization     139
People Important to Your Career     142
People Who Are Upset with You     144
Build Relationships Strategically     147
Pyramid Hopping for Fun and Profit     149
Pyramid Hopping Is Not Networking     151
Friendly Is Not the Same as Friendship     153
Pyramid Hopping in Practice     155
Pyramid Hopping Requires Questions     156
Pyramid Hopping Usually Requires Specifics     158
Build Respect, Set Goals, and Maintain Relationships     163
Identify Qualities You Respect     165
Thirteen Ways to Gain Respect     168
Examples of Building Respect     169
Set Clear, Written Goals     180
Visualize What You Want     182
Set Difficult Goals-But Not Too Many     184
Be Willing to Pay the Price     186
You Don't Have to Be Where You Are     187
Maintain Your Meaningful Relationships     190
Create Tune for Relationships     193
Help Others to Succeed     196
Keep the Dialogue Continual     197
Make Contact When You Don't Need Help     200
And What If You're the Boss?     205
The Six Drivers of Business Success     208
Problems with Command and Control     216
Job Satisfaction and Dissatisfaction     218
Problems with Sales Training     220
Selling Is Learning and Teaching     222
What Managers Should Be Doing     223
A Coaching Process for Relationship Development     224
Build Relationships Routinely, Consciously, Deliberately     228
Notes     231
Index     235
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