The relationship edge: the key to strategic influence and selling success
"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...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, NJ
Wiley
2011
|
| Ausgabe: | Completely rev. & updated 3rd ed. |
| Schlagworte: | |
| Online-Zugang: | Cover Inhaltsverzeichnis |
| Zusammenfassung: | "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."-- |
| Beschreibung: | XV, 256 S. graph. Darst. |
| ISBN: | 9780470915479 9781118016534 9781118016541 9781118016558 |
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| 520 | 1 | |a "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."-- | |
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Datensatz im Suchindex
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|---|---|
| adam_text | IMAGE 1
1 201
THE
RELATIONSHIP EDGE THE KEY TO STRATEGIC INFLUENCE AND
SELLING SUCCESS
THIRD EDITION
JERRY ACUFF
WITH WALLY WOOD
WILEY
JOHN WILEY & SONS, INC.
IMAGE 2
CONTENTS
PREFACE IX
ACKNOWLEDGMENTS XIII
CHAPTER 1 RELATIONSHIPS ARE EVERYTHING 1
BREATHE AIR INTO RELATIONSHIPS 2 LEARN TO BUILD RELATIONSHIPS 5 PAYBACK
TIME IN MEMPHIS 7 RELATIONSHIPS CAN TRUMP PRICE 8
FOUR FUNDAMENTAL SELLING TRUTHS 10 MEANINGFUL DIALOGUE COMES WITH TRUST
12
CHAPTER 2 CLIMB THE RELATIONSHIP PYRAMID 15 THE RELATIONSHIP PYRAMID
LEVELS 17 YOU NEED KNOWLEDGE, INTEGRITY, ACTIONS 25
KEY POINTS ABOUT THE PYRAMID 27
IMAGE 3
CONTENTS
CHAPTER 3
HOW TO BUILD A RELATIONSHIP 29 WHAT YOU THINK IS STEP 1 30 LEARN
STRATEGIES, NOT TACTICS 40
CHAPTER 4 ASK THE TWENTY QUESTIONS 53 START WITH A SELF-CHECK 55 SHARING
CREATES THE RELATIONSHIP 56
LEARN WHAT SOMEONE TREASURES 59 THIRTEEN FACTS ABOUT HUMAN BEINGS 61 LET
THE OTHER PERSON TALK 63 SELL BY NOT SELLING 65
START WITH THESE 20 QUESTIONS 66 MEMORIZE THE QUESTIONS, BUT THINK F O
RM 69 TELL ME SOMETHING THAT WILL SURPRISE ME 70 RESPECT THEIR TIME AND
OPINIONS 72
PLAN WHAT YOU WILL ASK 73
CHAPTER 5 ASK THE QUESTIONS PROPERLY 77 MOTIVES MATTER 78 SETTING UP A
GOOD QUESTION 79
ANALYZE THE BRIDGE TO THE QUESTION 80 WHAT DO YOU NEED TO ACHIEVE TODAY?
82 ASK PERSONAL QUESTIONS FIRST 84 HOLD UP A BOOK 87
DON T SUGGEST AN ANSWER 88 FIND COMMON GROUND 89 MAKE THEM THINK 93
STIMULATE REAL THINKING 95 WAYS TO GAIN RESPECT 96
IMAGE 4
CONTENTS
CHAPTER 6 PROBE FOR SMALL WORLD CONNECTIONS 99 CONNECT FOR YOURSELF 100
USE THE SMALL WORLD PHENOMENON 102
CONNECT FOR THE OTHER PERSON 106 CONNECT WITH DIFFICULT PEOPLE 108 PROBE
FOR CONNECTIONS 109
CHAPTER 7 B U I LD RELATIONSHIPS ON A C T I O NS 112 SHOW YOU GENUINELY
CARE ABOUT OTHER PEOPLE 114 BUSINESS GIFTS ARE NOT UNSELFISH ACTS 115
BE ALERT TO OPPORTUNITIES 117
CHAPTER 8 MAP YOUR KEY RELATIONSHIPS 136 MAP RELATIONSHIPS WITH FOUR
GROUPS 138 PEOPLE INSIDE THE ORGANIZATION 139
PEOPLE OUTSIDE THE ORGANIZATION 141 PEOPLE IMPORTANT TO YOUR CAREER 144
PEOPLE WHO ARE UPSET WITH YOU 146
BUILD RELATIONSHIPS STRATEGICALLY 152
CHAPTER 9 HOP FROM ONE PYRAMID TO ANOTHER 156 PYRAMID HOPPING IS NOT
NETWORKING 156 FRIENDLY IS NOT THE SAME AS FRIENDSHIP 159
PYRAMID HOPPING IN PRACTICE 160 PYRAMID HOPPING REQUIRES QUESTIONS 161
PYRAMID HOPPING USUALLY REQUIRES SPECIFICS 164
IMAGE 5
CONTENTS
CHAPTER 10
GAIN RESPECT THIRTEEN WAYS 169
IDENTIFY QUALITIES YOU RESPECT 170 THIRTEEN WAYS TO GAIN RESPECT 173
EXAMPLES OF BUILDING RESPECT 174 BE GENUINELY INTERESTED IN THE OTHER
PERSON 175
DO WHAT YOU SAY YOU WILL DO 176 BE KNOWLEDGEABLE, BE INQUISITIVE, OR BE
QUIET 176 CONTROL YOUR EMOTIONS; ANGER MANAGES EVERYTHING POORLY 177 BE
HONEST AND STRAIGHTFORWARD 177 BE OBJECTIVE AND AVOID APPEARING BIASED
178 BE PERSISTENT, BUT NEVER BE AGGRESSIVE 179
BE A LEARNED PERSON WITH SOME EXPERTISE 180 BE COURTEOUS TO EVERYONE 180
ALWAYS LISTEN INTENTLY TO THE OTHER PERSON 181 SEEK TO UNDERSTAND OTHER
PEOPLE 181
DO THINGS THAT DEMONSTRATE YOUR UNSELFISH NATURE 182 FIND OUT WHAT
PEOPLE WANT, AND HELP THEM GET IT 182
CHAPTER 11 WRITE CLEAR, SPECIFIC GOALS 186
UNDERSTAND YOUR GOAL-SEEKING MECHANISM 187 GOALS HAVE FIVE
CHARACTERISTICS 1.88 BE CLEAR ABOUT WHAT YOU WANT 189 WRITE DOWN YOUR
GOALS 191
SET GOALS IN LINE WITH YOUR GIFTS 191 DON T LET OTHERS DISCOURAGE YOU
194 TAKE.THE PRESSURE OFF YOURSELF 195
CHAPTER 12 MAINTAIN YOUR MEANINGFUL RELATIONSHIPS 199
CREATE TIME FOR RELATIONSHIPS 202 HELP OTHERS TO SUCCEED 205
IMAGE 6
CONTENTS
KEEP THE DIALOGUE CONTINUAL 206
MAKE CONTACT WHEN YOU DON T NEED HELP 211
CHAPTER 13 USE SOCIAL MEDIA TO BUILD RELATIONSHIPS 215
THE GOAL IS TO OFFER VALUE 216 FORM A NETWORK OF RELATIONSHIPS 218 DON T
FRIEND OR LINK TO EVERYONE 220 ] SIX TIPS FOR BETTER SOCIAL MEDIA
RELATIONSHIPS 222
CHAPTER 14 AND WHAT IF YOU RE THE BOSS? 226
THE SIX DRIVERS OF BUSINESS SUCCESS 227 PROBLEMS WITH COMMAND AND
CONTROL 236 JOB SATISFACTION AND DISSATISFACTION 238 PROBLEMS WITH SALES
TRAINING 239
SELLING IS LEARNING AND TEACHING 241 WHAT MANAGERS SHOULD BE DOING 243 A
COACHING PROCESS FOR RELATIONSHIP DEVELOPMENT 244 BUILD RELATIONSHIPS
ROUTINELY, CONSCIOUSLY, DELIBERATELY 248
NOTES 249
INDEX 252
V LL
|
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| discipline | Wirtschaftswissenschaften |
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| id | DE-604.BV037440310 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T23:24:26Z |
| institution | BVB |
| isbn | 9780470915479 9781118016534 9781118016541 9781118016558 |
| language | English |
| lccn | 2010043320 |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-022592248 |
| oclc_num | 734064930 |
| open_access_boolean | |
| physical | XV, 256 S. graph. Darst. |
| publishDate | 2011 |
| publishDateSearch | 2011 |
| publishDateSort | 2011 |
| publisher | Wiley |
| record_format | marc |
| spelling | Acuff, Jerry Verfasser aut The relationship edge the key to strategic influence and selling success Jerry Acuff with Wally Wood Completely rev. & updated 3rd ed. Hoboken, NJ Wiley 2011 XV, 256 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier "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."-- Customer services Customer relations Success in business Wood, Wally Sonstige oth http://catalogimages.wiley.com/images/db/jimages/9780470915479.jpg Cover GBV Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=022592248&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Acuff, Jerry The relationship edge the key to strategic influence and selling success |
| title | The relationship edge the key to strategic influence and selling success |
| title_auth | The relationship edge the key to strategic influence and selling success |
| title_exact_search | The relationship edge the key to strategic influence and selling success |
| title_full | The relationship edge the key to strategic influence and selling success Jerry Acuff with Wally Wood |
| title_fullStr | The relationship edge the key to strategic influence and selling success Jerry Acuff with Wally Wood |
| title_full_unstemmed | The relationship edge the key to strategic influence and selling success Jerry Acuff with Wally Wood |
| title_short | The relationship edge |
| title_sort | the relationship edge the key to strategic influence and selling success |
| title_sub | the key to strategic influence and selling success |
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