- Paperback: 256 pages
- Publisher: Wiley; 3 edition (Jan 21 2011)
- Language: English
- ISBN-10: 0470915471
- ISBN-13: 978-0470915479
- Product Dimensions: 22.8 x 15.1 x 1.8 cm
- Shipping Weight: 340 g
- Average Customer Review: 4.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: #376,924 in Books (See Top 100 in Books)
- See Complete Table of Contents
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Product Details |
Product Description
Product Description
Get a practical, actionable, three-step process to build and leverage important relationships
Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers–but few of us know how to consciously and systematically build and maintain positive business relationships. For years, The Relationship Edge has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process.
This completely updated third edition offers a fresh perspective on that process and includes more contemporary case studies, as well as how to build and nurture relationships online.
- Develop the right mindset–understand that personal relationships are vital to business success, both offline and online
- Ask the right questions–discover the common ground you share with others
- Do the right thing–be truthful and straightforward or you'll undermine the goodwill you've worked so hard to build
- Jerry Acuff, the author, has a proven record of success with previous editions of The Relationship Edge
With real case studies and step-by-step guidance, The Relationship Edge, Third Edition offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers. Jerry Acuff's latest version is packed full of practical, concrete information on the mechanics of interpersonal relationships in the business world, all designed to have you doing business better and more productively than ever.
From the Back Cover
A proven three-step process for building and leveraging vital business relationships
The Relationship Edge shows you exactly how to build powerful, profitable business relationships. Jerry Acuff provides real-world principles for developing strong and lasting personal relationships with the key people in your business life, helping you become more effective and persuasive while maintaining meaningful, truthful dialogues with those around you. He shows you how to really connect with those important people in your life who are not easy to connect with.
This revised Third Edition includes new contemporary case studies and offers a fresh focus on building and nurturing relationships online. With powerful step-by-step guidance, The Relationship Edge arms you with the tools and advice you need to develop strong, rewarding relationships with customers, coworkers, and managers—and that means more business and more profits for you and your partners.
"Jerry Acuff is the Dale Carnegie of the twenty-first century. In today's social media environment, it's tough figuring out how to develop, maintain, and leverage important business relationships. The good news is the answers you need are in this book." —Paul Cherry, author of Questions That Sell and Questions That Get Results
"As someone who teaches professional selling at the university level, this new edition of Relationship Edge is a must-read for my students. The inclusion of social media and technology in building relationships speaks directly to the college students who will be the torchbearers for professional selling in this millennium. This book will help them become masters of their own destiny."—Dan C. Weilbaker, PhD, McKesson Pharmaceutical Group Professor of Sales, Northern Illinois University
"In business as in life, it is your relationships that will make or break your success. The principles Jerry Acuff teaches are simple but complex in that you must commit to practice them while looking at your relationships more critically. In this highly technical world we live in, one might think that you simply need to be better at the technology, but that is only true once a relationship is established. All deals are still made with a handshake, and no one is better at teaching you how to get there than Jerry. A must-read."—Clarissa Etter-Smith, Area Sales Director, Shire Pharmaceuticals
"The Relationship Edge will help you build and leverage important business relationships using technology and social media. Simply put, the ideas in this book are powerful regardless of what you do for a living." —Duggar Baucom, Head Basketball Coach, Virginia Military Institute
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Most helpful customer reviews
4.0 out of 5 stars
The author has real life experience.,
By
This review is from: The Relationship Edge: The Key to Strategic Influence and Selling Success (Paperback)
This book has lots of examples from real situations that the author has experienced, and from people that he knows. He has been a successful sales person due to his relationship sales techniques, and he really emphasizes honesty and integrity as being key building relationships and selling. I bought this book to help me market my employee health and productivity company PEERPERFORMANCE.CA through relationship selling, and I am applying the techniques, and they work.
Share your thoughts with other customers: Create your own review
Most Helpful Customer Reviews on Amazon.com (beta) Amazon.com:
5.0 out of 5 stars (3 customer reviews) 4 of 4 people found the following review helpful
5.0 out of 5 stars
Going beyond "will you buy?",
By Thomas Duff "Duffbert" - Published on Amazon.com
This review is from: The Relationship Edge: The Key to Strategic Influence and Selling Success (Paperback)
It's often been said that successful selling depends on the relationships you have. I never really thought much about what that meant until I read The Relationship Edge: The Key to Strategic Influence and Selling Success by Jerry Acuff with Wally Wood. Building relationships because you truly like and care about others can have some far-reaching ramifications in your personal and professional life.Contents: Climbing the Relationship Pyramid; What Strong Relationships Require; Twenty Questions; Good Questions Promote Meaningful Dialogue; It's a Small World After All; It's Not What You Know - It's What You Do; Why You Ought to Map Your Relationships; Pyramid Hopping for Fun and Profit; Build Respect, Set Goals; and Maintain Relationships; And What If You're the Boss?; Notes; Index It was tempting to go into this book with a somewhat cynical attitude. "If I pretend I have lots in common with this person, I can sell them anything!" But that's not what we're talking about here. It's a conscious effort to learn about the person on the other side of the table... What interests them? What makes them tick? It's these type of questions and concerns that make up the core "20 questions" that the authors recommend you focus on. It's not a matter of walking in with a checklist, asking them each question in rapid-fire order just to record the answers. Rather, it's a way to move beyond the "will you buy" position to one of understanding, respect, and potentially friendship. As a seller, you rank somewhere on the relationship pyramid with your customer: people who don't know me by name, people who know me by name, people who like me, people who are friendly with me, people who respect me, and people who value a relationship with me. The higher you are on that pyramid, the less selling that goes on because you already have established a foundation of trust with that person. They also introduce the concept of "pyramid hopping". This is a way to leverage your relationship with one person to immediately move higher on someone else's pyramid. For instance, you may know someone who I'm interested in meeting for some reason. If you have a good relationship with that person and introduce me, then I immediately move higher up on that new person's relationship pyramid. So instead of being just one nameless face trying to get attention, you've moved up the pyramid based on the relationship that your friend has with that person. It's different than networking, which is just a matter of trying to get your name out there. It's more a case of specifically asking for introduction and contacts based on the relationships you have. A very powerful concept... If you're serious about building your professional contacts, this is an excellent book to get you headed in the right direction for the right reasons... 1 of 1 people found the following review helpful
5.0 out of 5 stars
Foundation Keys To Selling Success,
By Teresa K. Fewell - Published on Amazon.com
Amazon Verified Purchase(What's this?)
This review is from: The Relationship Edge: The Key to Strategic Influence and Selling Success (Paperback)
Author - Jerry Acuff, Is the President of Delta Point, The Sales Agency (DP) in Scottsdale, Arizona, DP works with market-leading companies including AstraZeneca, Novartis, Roche, Schwarz Pharma, Pfizer, Chubb Insurance, Century 21, Avnet, Smith and Nephew, Sims Level One and Abbott to implement innovate ways to sell and market in today's crowded marketplace.Summary - What is the key to strategic influence and selling success? The content of this book is based on the authors believe that business success depends on many factors such as product innovation, financial and other controls, and efficient marketing, however, business success cannot be sustained without talent, climate, relationships, coaching, effectiveness, and recognition. This book provides career professionals with creative, insightful and innovative ideas and key strategic influences for selling success. Your social relationships and actions should encourage people to return to your Blog, LinkedIn group, Facebook page, or Twitter following. As social media continues to evolve certain principles just make sense and are merely extensions of sales fundamentals that have been around for years. Examples include six tips for better social media relationships and are: * Send a quick personal note every time you follow/fan/friend or someone. * Leave a quick comment on friends' blogs every time you visit site. * Retweet, link to, and talk about other views. The goal is to add value. * Respond to everyone who reaches out. The more active the more "requests". * Never pitch people without getting to know them. Establish recognition and trust. * Be grateful and explicitly thank people. Recognition and gratitude. According to Conrey blog for closers advises the one basic rule for employing social media is "Don't sell anything ...all you have to do is be visible and authentic. Be available when people are complaining or questioning about what you're selling. The more value you offer, the more valuable you become to customers, prospects, co-workers, and your organization," The author provides insightful information, models and strategy examples which substantiate his selling success approach. The five things gleaned from this book regarding the importance of The Relationship Edge: The Key To Strategic Influence and Selling Success are: 1. Believe others are important, focus. 2. Appreciate and understand people's differences and their points of view. 3. Make people feel important. 4. Seek common ground by learning about people. 5. Listen because you want to hear. Concluding that The Relationship Edge is based on approaches and suggested solutions to serve and reinforce existing strategic positions to win and influence people. Winning relationships result when two human beings make a positive connection. Strong relationships take time to gather information, build trust, responsibility demonstrated and integrity. By knowing your product, service or idea intimately and presenting its value to prospects and clients enable you to answer questions and provide solutions to problems. "Not every seed you plant is going to sprout,just as not every popcorn kernel is going to pop.But if you want a garden, the more seeds you plant,the better the odds you'll have vegetables someday."
5.0 out of 5 stars
Another Great Book by Jerry Acuff,
By D. Reich - Published on Amazon.com
Amazon Verified Purchase(What's this?)
Having read all of Jerry's books, I was excited to read the latest version of his classic, The Relationship Edge, which has been updated to include some great thoughts and tips on using the web and social media for building interpersonal relationships in life and business.Once again, I understand why Jerry's been called "the Dale Carnegie of the twenty-first century". Simply put, this book quickly and clearly explains what we should all do to have stronger ties with the various people in our life, personal and professional. In an era where we too often forget to do the "little things", this book is a one-stop resource that we should all have in our library. |
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