The Relationship Edge: The Key to Strategic Influence and Selling Success, Third Edition

NOTES

Chapter 1 Relationships Are Everything

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Chapter 3 How to Build a Relationship

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Chapter 4 Ask the Twenty Questions

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Chapter 5 Ask the Questions Properly

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Chapter 6 Probe for Small World Connections

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Chapter 7 Build Relationships on Actions

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Chapter 8 Map Your Key Relationships

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Chapter 9 Hop from One Pyramid to Another

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Chapter 10 Gain Respect Thirteen Ways

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Chapter 11 Write Clear, Specific Goals

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Chapter 12 Maintain Your Meaningful Relationships

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Chapter 13 Use Social Media to Build Relationships

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Chapter 14 And What If You're the Boss?

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^[1] Adapted from Ron Willingham, Integrity Selling: How to Succeed in Selling in the Competitive Years Ahead (New York: Doubleday, 1989), 50.

^[2] "Study Sheds Light on What Makes People Shy," reported at www.livescience.com/health/shy-brain-process-information-differently-100405.html.

^[3] Harvey Mackay, Swim with the Sharks without Being Eaten Alive (New York: William Morrow & Co., 1989), 27.

^[4] Zig Ziglar, See You at the Top (Gretna, LA: Pelican Publishing, 1982).

^[5] "Social Media at Deloitte," May 2010, 5.

^[6] Robert B. Cialdini, Influence: Science and Practice (Boston: Allyn & Bacon, 2001), 167.

^[7] Dale Carnegie, How to Win Friends and Influence People (New York: Pocket Books, 1982), 54.

^[8] Robert B. Cialdini, Influence: Science and Practice (Boston: Allyn & Bacon, 2001), 150.

^[9] John Maxwell, Becoming a Person of Influence ...