The Relationship Edge (PDF)

Preface. Acknowledgements. Chapter 1 Relationships Are Everything. Breathe AIR into Relationships. Learn to Build Relationships. Payback Time In Memphis. Relationships Can Trump Price. Four Fundamental Selling Truths. Meaningful Dialogue Comes With Trust. Chapter 2 Climb the Relationship Pyramid. The Relationship Pyramid Levels. You Need Knowledge, Integrity, Actions. Key Points About the Pyramid. Chapter 3 How to Build a Relationship. What You Think Is Step 1. Learn Strategies, Not Tactics. Chapter 4 Ask the 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 5 Ask the Questions Properly. Motives Matter. Setting up a Good Question. Analyze the Bridge to the Question. What Do You Need to Achieve Today? Ask Personal Questions First. Hold up a Book. Don't Suggest an Answer. Find Common Ground. Make Them Think. Stimulate Real Thinking. Ways to Gain Respect. Chapter 6 Probe for Small World Connections. Connect for Yourself. Use the Small World Phenomenon. Connect for the Other Person. Connect with Difficult People. Probe for Connections. Chapter 7 Build Relationships on Actions. Show You Genuinely Care About Other People. Business Gifts Are Not Unselfish Acts. Be Alert to Opportunities. Chapter 8 Map Your Key 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 9 Hop from One Pyramid to Another. 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 10 Gain

Jerry Acuff is CEO of Delta Point, Inc., a Scottsdale,
Arizona-based consultancy that helps market-leading companies
find new and innovative ways to market products. Over the last
fifteen years, he has spoken and consulted extensively on the
issues of sales excellence, change leadership, and customer-focused
organizations. A graduate of the Virginia Military Institute, he
has also served as Executive in Residence at the Amos Tuck School
of Business at Dartmouth College.

Wally Wood is a professional writer and the former editor
of two business magazines and an international marketing
newsletter.

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