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The Entrepreneurial Conversation: The Powerful Way to Create Mutually Beneficial, Long-Term Business Relationships [Paperback]

Edward G. Rogoff , Michael Corbett , Perry-Lynn Moffitt

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Book Description

April 1 2006
With an enlightening combination of real-world advice and relatable examples, this guide introduces communication skills that can facilitate the development of long-lasting business relationships and, in turn, increase sales results exponentially. Following an examination of the three critical elements of the entrepreneurial conversation, the narrative details how to think, speak, and listen like a successful entrepreneur. Chapters tailored to entrepreneurially spirited managers and salespersons explore how these practices may be applied to their day-to-day work environments to identify other parties' core issues and address them in a way that creates win–win results. Wisdom from entrepreneurial luminaries Robert Ezrapour, Milt Kamen, Dick Merians, Chauncey Rapp, Xiaoning Wang, Lloyd Weill, and Don Wilson appears throughout the text to further illuminate how entrepreneurial conversation can consistently achieve beneficial results for all parties involved.

Product Details

  • Paperback: 171 pages
  • Publisher: SummitView Publishing, Inc.; 1 edition (April 1 2006)
  • Language: English
  • ISBN-10: 0966738373
  • ISBN-13: 978-0966738377
  • Product Dimensions: 21.6 x 14.5 x 1.3 cm
  • Shipping Weight: 159 g

Product Description

About the Author

Edward G. Rogoff is the author of Bankable Business Plans. He is a professor in the department of management and the academic director of the Lawrence N. Field Center for Entrepreneurship and Small Business at Baruch College. He has served as a CEO for two media companies that owned more than 20 radio stations and as a consultant for a variety of businesses, including venture capital firms and entrepreneurs. He lives in New York City. Michael Corbett is the author of The 33 Ruthless Rules of Local Advertising and a sales and marketing consultant who has focused much of his work on helping businesses define their marketing in media, retail, and service industries. He lives in Jacksonville, Florida. Perry-Lynn Moffitt is the author of Johnson and Johnson's Guide to Children's Care and A Silent Sorrow: Pregnancy Loss-Guidance and Support for You and Your Family. She lives in New York City.

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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.9 out of 5 stars  13 reviews
1 of 1 people found the following review helpful
5.0 out of 5 stars Great Guide to Productive Conversations aka Effective Selling May 7 2006
By T. K. Flatley - Published on Amazon.com
This is a terrific book that pulls together succinctly the tools one needs to have a productive dialogue, i. e., an "entrepreneurial conversation", with almost anyone. There is a good summary of why so-called traditional selling theories fail, when to recognize and not waste time on unproductive situations and many fine examples of the successful application of entrepreneurial conversation skills. These skills are not just for sales or business. I would recommend this book to anyone whose business, profession or avocation involves the productive exchange of ideas.
5.0 out of 5 stars An asset to a reader who frequently engages in work- or job-related conversations Jan. 5 2007
By Midwest Book Review - Published on Amazon.com
Authors Edward G. Rogoff and Michael Corbett combine their expertise in The Entrepreneurial Conversation: The Powerful Way to Create Mutually Beneficial, Long-Term Business Relationships, a guide to promoting dialogues that converge toward creative solutions to business problems in a non-adversarial way. Tips, tricks, and techniques from steering conversations away from confrontations that put either or both parties on the defensive, and toward positive consensus-building outcomes range from the simple importance of being a great listener to making time to speak face-to-face to the perils of excessive small talk. Point-by-point recommendations for keeping conversations on track make The Entrepreneurial Conversation an asset to a reader who frequently engages in work- or job-related conversations, whether the reader is personally an entrepreneur or not.
5.0 out of 5 stars outstandingly useful Dec 2 2006
By David Ostwald - Published on Amazon.com
I found this to be an enormously useful book. I am a free-lance professional in the arts, and although this appears to be a book for people in business, I found it stimulating and provocative. It made me re-examine how I might

both market myself better and be more effective in conversation. The principals the book so clearly elucidates are applicable not only to anyone

building a business, but to each of us in our daily interactions.
5.0 out of 5 stars A Must Read For Sales People Jan. 17 2011
By S. Marmora - Published on Amazon.com
This book is a great tool for sales people, not only to improve the sales process but to gain insight into points of view on both sides of the table. The writing here is very clear, direct, and easy to follow without the annoying "sales-y" tone that some sales books have. The key focus is building relationships and trust with customers and how to do that, rather than the pushy overbearing approach that may gain sales in the short term but doesn't gain repeat customers. Highly recommended.
5.0 out of 5 stars Great Read Dec 30 2010
By Sarah Herold - Published on Amazon.com
This book is a great, simple guide on how to talk to business people. It explains what you should avoid and what you should make sure you let people know.
If you are a team leader and you have an employee that is having a hard time presenting ideas,selling,or working with customers this is a must read for them.

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