{"product_id":"the-relationship-edge-isbn-9780470915479","title":"The Relationship Edge","description":"Get a practical, actionable, three-step process to build and leverage important relationships  \u003cp\u003eMost 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, \u003ci\u003eThe Relationship Edge\u003c\/i\u003e has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process.\u003c\/p\u003e \u003cp\u003eThis 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.\u003c\/p\u003e \u003cul\u003e \u003cli\u003eDevelop the right mindset–understand that personal relationships are vital to business success, both offline and online\u003c\/li\u003e \u003cli\u003eAsk the right questions–discover the common ground you share with others\u003c\/li\u003e \u003cli\u003eDo the right thing–be truthful and straightforward or you'll undermine the goodwill you've worked so hard to build\u003c\/li\u003e \u003cli\u003eJerry Acuff, the author, has a proven record of success with previous editions of \u003ci\u003eThe Relationship Edge\u003c\/i\u003e\n\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWith real case studies and step-by-step guidance, \u003ci\u003eThe Relationship Edge, Third Edition\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 \u003c\/b\u003e\u003cb\u003eRelationships Are Everything 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBreathe AIR into Relationships 2\u003c\/p\u003e \u003cp\u003eLearn to Build Relationships 5\u003c\/p\u003e \u003cp\u003ePayback Time in Memphis 7\u003c\/p\u003e \u003cp\u003eRelationships Can Trump Price 8\u003c\/p\u003e \u003cp\u003eFour Fundamental Selling Truths 10\u003c\/p\u003e \u003cp\u003eMeaningful Dialogue Comes with Trust 12\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 \u003c\/b\u003e\u003cb\u003eClimb the Relationship Pyramid 15\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Relationship Pyramid Levels 17\u003c\/p\u003e \u003cp\u003eYou Need Knowledge, Integrity, Actions 25\u003c\/p\u003e \u003cp\u003eKey Points about the Pyramid 27\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 \u003c\/b\u003e\u003cb\u003eHow to Build a Relationship 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat You Think Is Step 1 30\u003c\/p\u003e \u003cp\u003eLearn Strategies, Not Tactics 40\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 \u003c\/b\u003e\u003cb\u003eAsk the Twenty Questions 53\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStart with a Self-Check 55\u003c\/p\u003e \u003cp\u003eSharing Creates the Relationship 56\u003c\/p\u003e \u003cp\u003eLearn What Someone Treasures 59\u003c\/p\u003e \u003cp\u003eThirteen Facts about Human Beings 61\u003c\/p\u003e \u003cp\u003eLet the Other Person Talk 63\u003c\/p\u003e \u003cp\u003eSell by Not Selling 65\u003c\/p\u003e \u003cp\u003eStart with These 20 Questions 66\u003c\/p\u003e \u003cp\u003eMemorize the Questions, but Think FORM 69\u003c\/p\u003e \u003cp\u003eTell Me Something That Will Surprise Me 70\u003c\/p\u003e \u003cp\u003eRespect Their Time and Opinions 72\u003c\/p\u003e \u003cp\u003ePlan What You Will Ask 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 \u003c\/b\u003e\u003cb\u003eAsk the Questions Properly 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMotives Matter 78\u003c\/p\u003e \u003cp\u003eSetting Up a Good Question 79\u003c\/p\u003e \u003cp\u003eAnalyze the Bridge to the Question 80\u003c\/p\u003e \u003cp\u003eWhat Do You Need to Achieve Today? 82\u003c\/p\u003e \u003cp\u003eAsk Personal Questions First 84\u003c\/p\u003e \u003cp\u003eHold Up a Book 87\u003c\/p\u003e \u003cp\u003eDon’t Suggest an Answer 88\u003c\/p\u003e \u003cp\u003eFind Common Ground 89\u003c\/p\u003e \u003cp\u003eMake Them Think 93\u003c\/p\u003e \u003cp\u003eStimulate Real Thinking 95\u003c\/p\u003e \u003cp\u003eWays to Gain Respect 96\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 \u003c\/b\u003e\u003cb\u003eProbe for Small World Connections 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConnect for Yourself 100\u003c\/p\u003e \u003cp\u003eUse the Small World Phenomenon 102\u003c\/p\u003e \u003cp\u003eConnect for the Other Person 106\u003c\/p\u003e \u003cp\u003eConnect with Difficult People 108\u003c\/p\u003e \u003cp\u003eProbe for Connections 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 \u003c\/b\u003e\u003cb\u003eBuild Relationships on Actions 112\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eShow You Genuinely Care about Other People 114\u003c\/p\u003e \u003cp\u003eBusiness Gifts Are Not Unselfish Acts 115\u003c\/p\u003e \u003cp\u003eBe Alert to Opportunities 117\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 \u003c\/b\u003e\u003cb\u003eMap Your Key Relationships 136\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMap Relationships with Four Groups 138\u003c\/p\u003e \u003cp\u003ePeople Inside the Organization 139\u003c\/p\u003e \u003cp\u003ePeople Outside the Organization 141\u003c\/p\u003e \u003cp\u003ePeople Important to Your Career 144\u003c\/p\u003e \u003cp\u003ePeople Who Are Upset with You 146\u003c\/p\u003e \u003cp\u003eBuild Relationships Strategically 152\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 \u003c\/b\u003e\u003cb\u003eHop from One Pyramid to Another 156\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePyramid Hopping Is Not Networking 156\u003c\/p\u003e \u003cp\u003eFriendly Is Not the Same as Friendship 159\u003c\/p\u003e \u003cp\u003ePyramid Hopping in Practice 160\u003c\/p\u003e \u003cp\u003ePyramid Hopping Requires Questions 161\u003c\/p\u003e \u003cp\u003ePyramid Hopping Usually Requires Specifics 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 \u003c\/b\u003e\u003cb\u003eGain Respect Thirteen Ways 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdentify Qualities You Respect 170\u003c\/p\u003e \u003cp\u003eThirteen Ways to Gain Respect 173\u003c\/p\u003e \u003cp\u003eExamples of Building Respect 174\u003c\/p\u003e \u003cp\u003eBe Genuinely Interested in the Other Person 175\u003c\/p\u003e \u003cp\u003eDo What You Say You Will Do 176\u003c\/p\u003e \u003cp\u003eBe Knowledgeable, Be Inquisitive, or Be Quiet 176\u003c\/p\u003e \u003cp\u003eControl Your Emotions; Anger Manages Everything Poorly 177\u003c\/p\u003e \u003cp\u003eBe Honest and Straightforward 177\u003c\/p\u003e \u003cp\u003eBe Objective and Avoid Appearing Biased 178\u003c\/p\u003e \u003cp\u003eBe Persistent, but Never Be Aggressive 179\u003c\/p\u003e \u003cp\u003eBe a Learned Person with Some Expertise 180\u003c\/p\u003e \u003cp\u003eBe Courteous to Everyone 180\u003c\/p\u003e \u003cp\u003eAlways Listen Intently to the Other Person 181\u003c\/p\u003e \u003cp\u003eSeek to Understand Other People 181\u003c\/p\u003e \u003cp\u003eDo Things That Demonstrate Your Unselfish Nature 182\u003c\/p\u003e \u003cp\u003eFind Out What People Want, and Help Them Get It 182\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 \u003c\/b\u003e\u003cb\u003eWrite Clear, Specific Goals 186\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstand Your Goal-Seeking Mechanism 187\u003c\/p\u003e \u003cp\u003eGoals Have Five Characteristics 188\u003c\/p\u003e \u003cp\u003eBe Clear about What You Want 189\u003c\/p\u003e \u003cp\u003eWrite Down Your Goals 191\u003c\/p\u003e \u003cp\u003eSet Goals in Line with Your Gifts 191\u003c\/p\u003e \u003cp\u003eDon’t Let Others Discourage You 194\u003c\/p\u003e \u003cp\u003eTake the Pressure Off Yourself 195\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 \u003c\/b\u003e\u003cb\u003eMaintain Your Meaningful Relationships 199\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate Time for Relationships 202\u003c\/p\u003e \u003cp\u003eHelp Others to Succeed 205\u003c\/p\u003e \u003cp\u003eKeep the Dialogue Continual 206\u003c\/p\u003e \u003cp\u003eMake Contact When You Don’t Need Help 211\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 \u003c\/b\u003e\u003cb\u003eUse Social Media to Build Relationships 215\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Goal Is to Offer Value 216\u003c\/p\u003e \u003cp\u003eForm a Network of Relationships 218\u003c\/p\u003e \u003cp\u003eDon’t Friend or Link to Everyone 220\u003c\/p\u003e \u003cp\u003eSix Tips for Better Social Media Relationships 222\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14 \u003c\/b\u003e\u003cb\u003eAnd What If You’re the Boss? 226\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Six Drivers of Business Success 227\u003c\/p\u003e \u003cp\u003eProblems with Command and Control 236\u003c\/p\u003e \u003cp\u003eJob Satisfaction and Dissatisfaction 238\u003c\/p\u003e \u003cp\u003eProblems with Sales Training 239\u003c\/p\u003e \u003cp\u003eSelling Is Learning and Teaching 241\u003c\/p\u003e \u003cp\u003eWhat Managers Should Be Doing 243\u003c\/p\u003e \u003cp\u003eA Coaching Process for Relationship Development 244\u003c\/p\u003e \u003cp\u003eBuild Relationships Routinely, Consciously, Deliberately 248\u003c\/p\u003e \u003cp\u003eNotes 249\u003c\/p\u003e \u003cp\u003eIndex 252\u003c\/p\u003e  \u003cb\u003eJerry Acuff\u003c\/b\u003e 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.  \u003cp\u003e\u003cb\u003eWally Wood\u003c\/b\u003e is a professional writer and the former editor of two business magazines and an international marketing newsletter.\u003c\/p\u003e  \u003cp\u003eA proven three-step process for building and leveraging vital business relationships\u003c\/p\u003e \u003cp\u003eThe 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.\u003c\/p\u003e \u003cp\u003eThis 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.\u003c\/p\u003e \u003cp\u003e\"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\u003c\/p\u003e \u003cp\u003e\"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\u003c\/p\u003e \u003cp\u003e\"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\u003c\/p\u003e \u003cp\u003e\"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\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990328295653,"sku":"NP9780470915479","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470915479.jpg?v=1761787376","url":"https:\/\/k12savings.com\/es\/products\/the-relationship-edge-isbn-9780470915479","provider":"K12savings","version":"1.0","type":"link"}