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Produktbild: The Relationship Edge

The Relationship Edge The Key to Strategic Influence and Selling Success

23,99 €

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Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

21.01.2011

Verlag

John Wiley & Sons

Seitenzahl

272

Maße (L/B/H)

22,8/15,1/1,8 cm

Gewicht

322 g

Auflage

3rd edition

Sprache

Englisch

ISBN

978-0-470-91547-9

Beschreibung

Produktdetails

Einband

Taschenbuch

Erscheinungsdatum

21.01.2011

Verlag

John Wiley & Sons

Seitenzahl

272

Maße (L/B/H)

22,8/15,1/1,8 cm

Gewicht

322 g

Auflage

3rd edition

Sprache

Englisch

ISBN

978-0-470-91547-9

Herstelleradresse

Libri GmbH
Europaallee 1
36244 Bad Hersfeld
DE

Email: gpsr@libri.de

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  • Produktbild: The Relationship Edge

  • 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

    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 FORM 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

    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 Build Relationships on Actions 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

    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 188

    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

    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