Relationship edge book

The Relationship Edge: The Key to Strategic Influence and Selling Success by Jerry Acuff

relationship edge book

Review the key ideas in the book Relationship Edge in Business by Jerry Acuff in a condensed Soundview Executive Book Review. Summaries & book reviews. Acuff's book actually provides a bridge or middle ground between the two camps. On the one hand, he says that relationships are everything in business. May 30, Acuff explains that he wrote the book The Relationship Edge: The Key to Strategic Influence and Selling Success based on an unmet need.

  • The Relationship Edge: The Key To Strategic Influence and Selling Success
  • The Relationship Edge: The Key to Strategic Influence and Selling Success, Third Edition
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Develop the right mindset-understand that personal relationships are vital to business successAsk the right questions-discover the common ground you share with othersDo the right thing-be truthful and straightforward or you'll undermine the goodwill you've worked so hard to buildWith real case studies and step-by-step guidance, The Relationship Edge in Business offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers.

With practical, concrete information on the mechanics of interpersonal relationships in the business world, you'll be well on your way to doing business better and more productively than ever. An innovative preceptive system that shows how to build long-term client relationships that are priceless.

It will set you apart from the crowd! A must-read for those who believe that successful selling is a part of their everyday life.

He is a true sales guru. Building Relationships Is a Skill. Payback Time in Memphis. Relationships Can Trump Price. Four Fundamental Selling Truths.

The Relationship Edge: The Key to Strategic Influence and Selling Success, Third Edition [Book]

Meaningful Dialogue Comes with Trust. Climbing the Relationship Pyramid.

relationship edge book

You Need Knowledge, Integrity, Actions. Key Points about the Pyramid. 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. Do Unexpected, Unselfish Actions.

The Relationship Edge: The Key to Strategic Influence and Selling Success

Building a Relationship Takes Time. Start with a Self-Check. Sharing Creates the Relationship. Learn What Someone Treasures.

relationship edge book

Thirteen Facts about Human Beings. Let the Other Person Talk. Sell by Not Selling. Start with These 20 Questions.

The Relationship Edge: The Key to Strategic Influence and Selling Success

Respect Their Time and Opinions. Plan What You Will Ask. Setting up a Good Question. Analyze the Bridge to the Question.

Ask Personal Questions First. Hold up a Book. Don't Suggest an Answer. Ways to Gain Respect.

relationship edge book

Use the Small World Phenomenon. Connect for the Other Person. Connect with Difficult People. After all, it seems to me that consultative selling is a meritocracy while relationship selling is a popularity contest. You truly have to know your stuff to make it to the top of CS, but it seems that any natural-born schmoozer and back-slapper can succeed at RS.

Those of us on the introverted end of the scale tend to take offense at that.

Jerry Acuff: The Art of Making People Listen

On the other hand, why not work on being good and popular? When I look objectively at my own sales success, more opportunities have come my way from established relationships and referrals than from cold-calling.

On the one hand, he says that relationships are everything in business. His main premise is that the quality and the richness of our relationships determines in many ways the quality and richness of our lives. But then he spans the divide by adding that creating valuable business relationships is not about making friends, although often lasting friendships will result.

We all have hundreds of connections that will never turn into valuable business relationships. What is a valuable business relationship?

He begins by describing six levels of relationship, which he calls the Relationship Pyramid. Access, Impact and Results. You have an opportunity to influence their actions Results: They do things proactively to help you succeed. How do valuable business relationships help you sell? As Acuff says, when trust and rapport are strong, selling pressure will always seem weak; when trust and rapport are weak, any selling pressure will seem too strong.

All of us have a number of Level 6 relationships which have developed naturally in our work and personal lives.