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More About This Title The Relationship Edge - The Key to Strategic Influence and Selling Success, 2nd Edition
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WALLY WOOD is a professional writer and the former editor of two business magazines and an international marketing newsletter.
English
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.
Make Contact When You Don’t Need Help.
Chapter 10: And What If You're The Boss?
The Six Drivers of Business Success.
Problems with Command and Control.
Job Satisfaction and Dissatisfaction.
Problems with Sales Training.
Selling Is Learning and Teaching.
What Managers Should Be Doing.
A Coaching Process for Relationship Development.
Build Relationships Routinely, Consciously, Deliberately.
Notes.
Index.
