The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts: Amazon.ca: Jerry Acuff, Wally Wood: Books

Product Description

From Publishers Weekly

Acuff, president of the Delta Leadership Group, believes that everyone can succeed at any livelihood by mastering the art of relationships. Acuff, who had a long career in pharmaceutical sales, defines the three keys to "relationship edge" as having the right mindset, asking the right questions and doing the right thing. The book develops these principles and uses real-life examples to show readers what types of behavior and conversations lead to success. For example, a sales person can offer to help a prospective customer without pitching a particular product, and often, because of this "goodwill," the would-be client ends up a steady customer. An employee at a large company makes a point of treating everyone equally, sending birthday greetings to staff in different departments. When her position is eliminated, she has a number of colleagues she can ask for help in finding a new job. Acuff says that asking other people about their lives outside of work is often a crucial step in forming a lasting business relationship. He includes a list of questions designed to stimulate conversation including "What do you do when you're not working?" "Do you actually get to see any teams play?" and "Where is your favorite place to vacation?" The author's reliance on quotes from just a handful of people, generally not well known, is a little tiresome, but overall, Acuff's casual, low-key writing style is appealing. The book should be particularly helpful to less experienced business people, who are more likely to try the recommended strategies than seasoned executives.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

Most organizations train their sales staff to focus on product features and benefits and neglect the crucial aspect of building long-term relationships with clients. Acuff, president of Delta Leadership Group, uses a sincere approach in his practice of forming lasting relationships with others without keeping score or expecting paybacks. This spreading of goodwill is like the sowing of seeds that will sprout to benefit both your business and personal life. He introduces the "Relationship Pyramid," with the largest group of relative strangers at the bottom and people who highly value your relationship at the top. Getting to the top of the "Relationship Pyramid" is a long-term proposition, and you have to put in the time and effort to get others to respect you or bond with you. Acuff suggests getting to know your clients better by getting them to talk about their favorite subject--themselves. He offers 20 questions designed to get people to open up, discusses ways to alleviate shyness, and suggests the sharing of a meal. A refreshing break from the winner-take-all approach to salesmanship. David Siegfried
Copyright © American Library Association. All rights reserved

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Inside This Book (Learn More)

First Sentence
Positive relationships-with customers, with suppliers, and with employees-are the basic unit of every business. Read the first page

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Customer Reviews

7 Reviews

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5.0 out of 5 stars Accentuate the Positive, Jun 20 2004

By A Customer

This review is from: The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts (Hardcover)

Most business books hit you over the head with "must do" lists. In The Relationship Edge in Business, the book shows you how to establish and maintain positive relationships, how to be interested and open to many levels of relationships. Relationships enrich personal and professional lives and this book offers so many ideas with a friendly, "can do" tone. No matter who you are, these ideas can work.

My favorite chapter is Chapter 5, "It's a Small World After All." In this chapter, the author reminds us that connections can be made, even when the odds seem unfavorable. Positive connections lead to other positive connections.

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5.0 out of 5 stars Is anyone listening? it's about the long term relationship!, May 6 2004

By A Customer

This review is from: The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts (Hardcover)

Jerry Acuff outlines methods not taught by many companies. Although said companies devote time and capital to train sales forces about their products or services, most do not spend any time teaching the skill of building long term relationships with clients. This is a must read for the enlightened, forward-looking executive.

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5.0 out of 5 stars A better professional and personal life, April 12 2004

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Michael Mass (Morristown, NJ) - See all my reviews

This review is from: The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts (Hardcover)

As a professional sales person, I have long been aware that it is easier to sell to customers that like you. Just like anyone else, I hit it off with some people and not others. "The Relationship Edge in Business" provided me with an integrity-based path to improve relationships with all customers.

I read the book for one reason, I thought better relationships might translate into more sales, and I am sure it will. However, the book also touched me on a personal level. I've gained an outlook and process that I believe will improve my life outside of work.

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Most recent customer reviews

5.0 out of 5 stars A powerful yet simple to understand process
This book indeed goes where Dale Carnegie might have gone had he written the next logical book. The Relationship Edge in Business tells you exactly how to build meaningful... Read more

Published on April 11 2004

5.0 out of 5 stars It's About Time
It is about time someone finnally has written a book that tells you exactly what to do to develop and grow a relationship. The great thing about what Mr. Read more

Published on April 7 2004