{"product_id":"the-relationship-edge-the-key-to-strategic-influence-and-selling-success-3e-9780470915479","title":"The Relationship Edge  The Key to Strategic","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGet 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eRelationships Are Everything 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBreathe AIR into Relationships 2\u003c\/p\u003e \u003cp\u003eLearn to Build Relationships 5\u003c\/p\u003e \u003cp\u003ePayback Time in Memphis 7\u003c\/p\u003e \u003cp\u003eRelationships Can Trump Price 8\u003c\/p\u003e \u003cp\u003eFour Fundamental Selling Truths 10\u003c\/p\u003e \u003cp\u003eMeaningful Dialogue Comes with Trust 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eClimb the Relationship Pyramid 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Relationship Pyramid Levels 17\u003c\/p\u003e \u003cp\u003eYou Need Knowledge, Integrity, Actions 25\u003c\/p\u003e \u003cp\u003eKey Points about the Pyramid 27\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eHow to Build a Relationship 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat You Think Is Step 1 30\u003c\/p\u003e \u003cp\u003eLearn Strategies, Not Tactics 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eAsk the Twenty Questions 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStart with a Self-Check 55\u003c\/p\u003e \u003cp\u003eSharing Creates the Relationship 56\u003c\/p\u003e \u003cp\u003eLearn What Someone Treasures 59\u003c\/p\u003e \u003cp\u003eThirteen Facts about Human Beings 61\u003c\/p\u003e \u003cp\u003eLet the Other Person Talk 63\u003c\/p\u003e \u003cp\u003eSell by Not Selling 65\u003c\/p\u003e \u003cp\u003eStart with These 20 Questions 66\u003c\/p\u003e \u003cp\u003eMemorize the Questions, but Think FORM 69\u003c\/p\u003e \u003cp\u003eTell Me Something That Will Surprise Me 70\u003c\/p\u003e \u003cp\u003eRespect Their Time and Opinions 72\u003c\/p\u003e \u003cp\u003ePlan What You Will Ask 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eAsk the Questions Properly 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMotives Matter 78\u003c\/p\u003e \u003cp\u003eSetting Up a Good Question 79\u003c\/p\u003e \u003cp\u003eAnalyze the Bridge to the Question 80\u003c\/p\u003e \u003cp\u003eWhat Do You Need to Achieve Today? 82\u003c\/p\u003e \u003cp\u003eAsk Personal Questions First 84\u003c\/p\u003e \u003cp\u003eHold Up a Book 87\u003c\/p\u003e \u003cp\u003eDon’t Suggest an Answer 88\u003c\/p\u003e \u003cp\u003eFind Common Ground 89\u003c\/p\u003e \u003cp\u003eMake Them Think 93\u003c\/p\u003e \u003cp\u003eStimulate Real Thinking 95\u003c\/p\u003e \u003cp\u003eWays to Gain Respect 96\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eProbe for Small World Connections 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConnect for Yourself 100\u003c\/p\u003e \u003cp\u003eUse the Small World Phenomenon 102\u003c\/p\u003e \u003cp\u003eConnect for the Other Person 106\u003c\/p\u003e \u003cp\u003eConnect with Difficult People 108\u003c\/p\u003e \u003cp\u003eProbe for Connections 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eBuild Relationships on Actions 112\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eShow You Genuinely Care about Other People 114\u003c\/p\u003e \u003cp\u003eBusiness Gifts Are Not Unselfish Acts 115\u003c\/p\u003e \u003cp\u003eBe Alert to Opportunities 117\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eMap Your Key Relationships 136\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMap Relationships with Four Groups 138\u003c\/p\u003e \u003cp\u003ePeople Inside the Organization 139\u003c\/p\u003e \u003cp\u003ePeople Outside the Organization 141\u003c\/p\u003e \u003cp\u003ePeople Important to Your Career 144\u003c\/p\u003e \u003cp\u003ePeople Who Are Upset with You 146\u003c\/p\u003e \u003cp\u003eBuild Relationships Strategically 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eHop from One Pyramid to Another 156\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePyramid Hopping Is Not Networking 156\u003c\/p\u003e \u003cp\u003eFriendly Is Not the Same as Friendship 159\u003c\/p\u003e \u003cp\u003ePyramid Hopping in Practice 160\u003c\/p\u003e \u003cp\u003ePyramid Hopping Requires Questions 161\u003c\/p\u003e \u003cp\u003ePyramid Hopping Usually Requires Specifics 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eGain Respect Thirteen Ways 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdentify Qualities You Respect 170\u003c\/p\u003e \u003cp\u003eThirteen Ways to Gain Respect 173\u003c\/p\u003e \u003cp\u003eExamples of Building Respect 174\u003c\/p\u003e \u003cp\u003eBe Genuinely Interested in the Other Person 175\u003c\/p\u003e \u003cp\u003eDo What You Say You Will Do 176\u003c\/p\u003e \u003cp\u003eBe Knowledgeable, Be Inquisitive, or Be Quiet 176\u003c\/p\u003e \u003cp\u003eControl Your Emotions; Anger Manages Everything Poorly 177\u003c\/p\u003e \u003cp\u003eBe Honest and Straightforward 177\u003c\/p\u003e \u003cp\u003eBe Objective and Avoid Appearing Biased 178\u003c\/p\u003e \u003cp\u003eBe Persistent, but Never Be Aggressive 179\u003c\/p\u003e \u003cp\u003eBe a Learned Person with Some Expertise 180\u003c\/p\u003e \u003cp\u003eBe Courteous to Everyone 180\u003c\/p\u003e \u003cp\u003eAlways Listen Intently to the Other Person 181\u003c\/p\u003e \u003cp\u003eSeek to Understand Other People 181\u003c\/p\u003e \u003cp\u003eDo Things That Demonstrate Your Unselfish Nature 182\u003c\/p\u003e \u003cp\u003eFind Out What People Want, and Help Them Get It 182\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 \u003c\/b\u003e\u003cb\u003eWrite Clear, Specific Goals 186\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand Your Goal-Seeking Mechanism 187\u003c\/p\u003e \u003cp\u003eGoals Have Five Characteristics 188\u003c\/p\u003e \u003cp\u003eBe Clear about What You Want 189\u003c\/p\u003e \u003cp\u003eWrite Down Your Goals 191\u003c\/p\u003e \u003cp\u003eSet Goals in Line with Your Gifts 191\u003c\/p\u003e \u003cp\u003eDon’t Let Others Discourage You 194\u003c\/p\u003e \u003cp\u003eTake the Pressure Off Yourself 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 \u003c\/b\u003e\u003cb\u003eMaintain Your Meaningful Relationships 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate Time for Relationships 202\u003c\/p\u003e \u003cp\u003eHelp Others to Succeed 205\u003c\/p\u003e \u003cp\u003eKeep the Dialogue Continual 206\u003c\/p\u003e \u003cp\u003eMake Contact When You Don’t Need Help 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 \u003c\/b\u003e\u003cb\u003eUse Social Media to Build Relationships 215\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Goal Is to Offer Value 216\u003c\/p\u003e \u003cp\u003eForm a Network of Relationships 218\u003c\/p\u003e \u003cp\u003eDon’t Friend or Link to Everyone 220\u003c\/p\u003e \u003cp\u003eSix Tips for Better Social Media Relationships 222\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 \u003c\/b\u003e\u003cb\u003eAnd What If You’re the Boss? 226\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Six Drivers of Business Success 227\u003c\/p\u003e \u003cp\u003eProblems with Command and Control 236\u003c\/p\u003e \u003cp\u003eJob Satisfaction and Dissatisfaction 238\u003c\/p\u003e \u003cp\u003eProblems with Sales Training 239\u003c\/p\u003e \u003cp\u003eSelling Is Learning and Teaching 241\u003c\/p\u003e \u003cp\u003eWhat Managers Should Be Doing 243\u003c\/p\u003e \u003cp\u003eA Coaching Process for Relationship Development 244\u003c\/p\u003e \u003cp\u003eBuild Relationships Routinely, Consciously, Deliberately 248\u003c\/p\u003e \u003cp\u003eNotes 249\u003c\/p\u003e \u003cp\u003eIndex 252\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":49402458964311,"sku":"9780470915479","price":17.1,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470915479.jpg?v=1730480467","url":"https:\/\/bookcurl.com\/products\/the-relationship-edge-the-key-to-strategic-influence-and-selling-success-3e-9780470915479","provider":"Book Curl","version":"1.0","type":"link"}