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The Relationship Edge: The Key to Strategic Influence and Selling Success Paperback – February 15, 2011


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Product Details

  • Paperback: 272 pages
  • Publisher: Wiley; 3 edition (February 15, 2011)
  • Language: English
  • ISBN-10: 0470915471
  • ISBN-13: 978-0470915479
  • Product Dimensions: 6 x 0.7 x 9 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Best Sellers Rank: #325,419 in Books (See Top 100 in Books)

Editorial Reviews

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

About the Author

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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Most Helpful Customer Reviews

4 of 4 people found the following review helpful By Thomas Duff HALL OF FAMETOP 500 REVIEWERVINE VOICE on February 26, 2007
Format: 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.
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3 of 4 people found the following review helpful By Teresa K. Fewell on February 15, 2011
Format: Paperback Verified Purchase
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.
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By Edgar Russell on September 9, 2013
Format: Paperback Verified Purchase
Read the book a few years ago, from a customer retention perspective. Just reread it from an educators perpective. Wow!
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