The relationship edge: the key to strategic influence and selling success

INDICE: Preface. Acknowledgements. Chapter 1 Relationships Are Everything. Breathe AIR into Relationships. Learn to Build Relationships. Payback Time In Memphis. Relationships Can Trump Price. Four Fundamental Selling Truths. Meaningful Dialogue Comes With Trust. Chapter 2 Climb the Relationship Pyramid. TheRelationship Pyramid Levels. You Need Knowledge, Integrity, Actions. Key Points About the Pyramid. Chapter 3 How to Build a Relationship. What You Think IsStep 1. Learn Strategies, Not Tactics. Chapter 4 Ask the 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 byNot Selling. Start with These 20 Questions. Memorize the Questions, but ThinkFORM. Tell Me Something That Will Surprise Me. Respect Their Time and Opinions. Plan What You Will Ask. Chapter 5 Ask the Questions Properly. Motives Matter. Setting up a Good Question. Analyze the Bridge to the Question. What Do YouNeed to Achieve Today. Ask Personal Questions First. Hold up a Book. Don't Suggest an Answer. Find Common Ground. Make Them Think. Stimulate Real Thinking.Ways to Gain Respect. Chapter 6 Probe for Small World Connections. Connect for Yourself. Use the Small World Phenomenon. Connect for the Other Person. Connect with Difficult People. Probe for Connections. Chapter 7 Build Relationships on Actions. Show You Genuinely Care About Other People. Business Gifts Are Not Unselfish Acts. Be Alert to Opportunities. Chapter 8 Map Your Key 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 9 Hop from One Pyramid to Another. 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 10 Gain Respect Thirteen Ways. Identify Qualities You Respect. Thirteen Ways to Gain Respect. Examples ofBuilding Respect. Be Genuinely Interested in the Other Person. Do What You Say You Will Do. Be Knowledgeable, Be Inquisitive, or Be Quiet. Control Your Emotions; Anger Manages Everything Poorly. Be Honest and Straightforward. Be Objective and Avoid Appearing Biased. Be Persistent, but Never Be Aggressive. Be aLearned Person with Some Expertise. Be Courteous to Everyone. Always Listen to the Other Person Intently. Seek to Understand Other People. Do Things That Demonstrate Your Unselfish Nature. Find Out What People Want, and Help Them GetIt. Chapter 11 Write Clear, Specific Goals. Understand Your Goal-Seeking Mechanism. Goals Have Five Characteristics. Be Clear About What You Want. Write Down Your Goals. Set Goals In Line

• ISBN: 978-0-470-91547-9
• Editorial: John Wiley & Sons
• Encuadernacion: Rústica
• Páginas: 272
• Fecha Publicación: 26/01/2011
• Nº Volúmenes: 1
• Idioma: Inglés