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Cover image for Relationship Edge [electronic resource] : The Key to Strategic Influence and Selling Success
Relationship Edge [electronic resource] : The Key to Strategic Influence and Selling Success
ISBN:
9780470100981
Title:
Relationship Edge [electronic resource] : The Key to Strategic Influence and Selling Success
Author:
Acuff, Jerry.
Personal Author:
Acuff, Jerry.
Edition:
2nd ed.
Publication Information:
: Wiley, 2007.
Physical Description:
1 online resource (257 p.)
General Note:
Description based upon print version of record.
Contents:
The Relationship Edge: The Key To Strategic Influence and Selling Success -- Contents -- Foreword -- Acknowledgments -- Chapter 1: Climbing the Relationship Pyramid -- BUILDING RELATIONSHIPS IS A SKILL -- PAYBACK TIME IN MEMPHIS -- RELATIONSHIPS CAN TRUMP PRICE -- FOUR FUNDAMENTAL SELLING TRUTHS -- MEANINGFUL DIALOGUE COMES WITH TRUST -- CLIMBING THE RELATIONSHIP PYRAMID -- YOU NEED KNOWLEDGE, INTEGRITY, ACTIONS -- KEY POINTS ABOUT THE PYRAMID -- Chapter 2: What Strong Relationships Require -- THREE STEPS TO BUILDING A POSITIVE RELATIONSHIP -- MAKE SELF-FULFILLING PROPHECIES POSITIVE

THINK WELL OF OTHERS (EVEN THE JERKS) -- IMPLEMENT THE PROCESS COMPLETELY -- LEARN STRATEGIES, NOT TACTICS -- SET YOURSELF APART -- DO UNEXPECTED, UNSELFISH ACTIONS -- BUILDING A RELATIONSHIP TAKES TIME -- DECIDE WHO'S KEY, THEN DO SOMETHING -- Chapter 3: 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 4: Good Questions Promote Meaningful Dialogue -- MOTIVES MATTER -- SETTING UP A GOOD QUESTION -- ANALYZE THE BRIDGE TO THE QUESTION -- PREFACE YOUR QUESTION -- ASK PERSONAL QUESTIONS FIRST -- HOLD UP A BOOK -- DON'T SUGGEST AN ANSWER -- LEARN WHAT SOMEONE TREASURES -- MAKE THEM THINK -- STIMULATE REAL THINKING -- WAYS TO GAIN RESPECT -- Chapter 5: It's a Small World After All -- CONNECT FOR YOURSELF -- USE THE SMALL WORLD PHENOMENON -- CONNECT FOR THE OTHER PERSON -- CONNECT WITH DIFFICULT PEOPLE -- PROBE FOR CONNECTIONS

Chapter 6: It's Not What You Know -- It's What You Do -- SHOW YOU GENUINELY CARE ABOUT OTHER PEOPLE -- BUSINESS GIFTS ARE NOT UNSELFISH ACTS -- BE ALERT TO OPPORTUNITIES -- DO THE RIGHT THING -- Chapter 7: Why You Ought to Map Your 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 8: Pyramid Hopping for Fun and Profit -- 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 9: Build Respect, Set Goals, and Maintain Relationships -- IDENTIFY QUALITIES YOU RESPECT -- THIRTEEN WAYS TO GAIN RESPECT -- EXAMPLES OF BUILDING RESPECT -- SET CLEAR, WRITTEN GOALS -- VISUALIZE WHAT YOU WANT -- SET DIFFICULT GOALS-BUT NOT TOO MANY -- BE WILLING TO PAY THE PRICE -- YOU DON'T HAVE TO BE WHERE YOU ARE -- MAINTAIN YOUR MEANINGFUL RELATIONSHIPS -- CREATE TIME FOR RELATIONSHIPS -- HELP OTHERS TO SUCCEED -- KEEP THE DIALOGUE CONTINUAL

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Subject Term:
Customer services.
Format:
Electronic Resources
Electronic Access:
Click here to view book
Publication Date:
2007
Publication Information:
: Wiley, 2007.