| 作者简介： JERRY ACUFF is President of Delta Point-The Sales Agency, a Scottsdale, Arizona— based consultancy that helps market-leading companies find new and innovative ways to market products. 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. |
| Foreword Acknowledgments Chapter 1: CLIMBING THE RELATIONSHIP PYRAMID Building Relationships Is a Skill Payback Time in Memphis Relationships Can Trump Price Four Fundamental Selling Truths Meaningful Dialogue Comes with Trust Climbing the Relationship Pyramid You Need Knowledge, Integrity, Actions Key Points about the Pyramid Chapter 2: WHAT STRONG RELATIONSHIPS REQUIRE 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 Set Yourself Apart Do Unexpected, Unselfish Actions Building a Relationship Takes Time Decide Who’s Key, Then Do Something Chapter 3: 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 4: GOOD QUESTIONS PROMOTE MEANINGFUL DIALOGUE Motives Matter Setting up a Good Question Analyze the Bridge to the Question Preface Your Question Ask Personal Questions First Hold up a Book Don’t Suggest an Answer Learn What Someone Treasures Make Them Think Stimulate Real Thinking Ways to Gain Respect Chapter 5: IT’S A SMALL WORLD AFTER ALL Chapter 6: IT’S NOT WHAT YOU KNOW; IT’S WHAT YOU DO Chapter 7: INTERACTS WELL WITH OTHERS Chapter 8: DECIDE ON YOUR GOALS Chapter 9: AND WHAT IF YOU’RE THE BOSS? Chapter 10: MAINTAINING MEANINGFUL RELATIONSHIPS Notes Index |
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