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Each and every one of us has relationships, but we need to ask what kind of relationship is it and what kind of relationship do we want? Study after study has demonstrated that sales/communication success is 15% technical knowledge and 85% people knowledge.
Each and every one of us has relationships, but we should analyze the type of relationship. Is it a superficial one or a substantive relationship? One would do well to consider the “relationship pyramid” introduced in the book, written by Jerry Acuff with Wally Wood, The Relationship Edge in Business.
While somewhat of a simplification, the three steps on the pyramid relate to 1) who knows me; 2) who likes me; and 3) who wants to have a valued relationship with me. There are great opportunities available to business people who are able to work their way up the pyramid and attain that “special relationship” where people listen differently and better to what you have to say. Undoubtedly, the value of improved receptivity should show up on the bottom line or acceptance of that great “idea” you that you are trying to sell to your business colleagues.
Great communicators and sales people build relationships naturally. However most of us need help to learn how to achieve this. Although nearly every person in a business environment needs to develop good business relationships, there are only a few books that address this fundamental skill. In addition to Jerry Acuff’s book The Relationship Edge in Business, DELTA POINT Inc offers Relationship Edge Training to businesses and individuals who see their success dependent upon creating better business relationships.
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