{"id":122,"date":"2009-07-06T12:48:05","date_gmt":"2009-07-06T16:48:05","guid":{"rendered":"http:\/\/blogs.law.harvard.edu\/sammy\/?p=122"},"modified":"2009-11-08T08:53:08","modified_gmt":"2009-11-08T12:53:08","slug":"summary-the-relationship-edge-the-key-to-strategic-influence-and-selling-success-by-jerry-acuff","status":"publish","type":"post","link":"https:\/\/archive.blogs.harvard.edu\/sammy\/2009\/07\/06\/summary-the-relationship-edge-the-key-to-strategic-influence-and-selling-success-by-jerry-acuff\/","title":{"rendered":"Summary: “The relationship edge: the key to strategic influence and selling success” by Jerry Acuff"},"content":{"rendered":"

This is a book summary I have written for “The relationship edge: the key to strategic influence and selling success” by Jerry Acuff. <\/strong><\/p>\n

\"relationshipedge\"<\/a><\/p>\n

Selling success comes from meaningful dialog and meaningful dialog in turn comes from trust. Good relationship itself doesn’t sell, people still have to explain benefits and features in order to close a deal. In order to facilitate effective selling, we need to think well of others whenever possible. 20 tested and true ice breaker questions that warm up all selling are:<\/p>\n

    \n
  1. What do you do when you are not working?<\/li>\n
  2. Where did you go to school? (and how did you choose it)?<\/li>\n
  3. Where did you grow up and what was it like growing up there?<\/li>\n
  4. What was your high school like?<\/li>\n
  5. What do you enjoy reading when you have the time?<\/li>\n
  6. How did you decide to do [whatever it is he or she is doing] for a living?<\/li>\n
  7. Tell me something about your family<\/li>\n
  8. Where is your favorite place for a vacation?<\/li>\n
  9. What kind of vacation would you like to take?<\/li>\n
  10. What community associations, if any, do you have time to be involved with?<\/li>\n
  11. What sports, if any, do you enjoy participating in?<\/li>\n
  12. What sports do you enjoy watching?<\/li>\n
  13. If you could have tickets for any events, what could it be?<\/li>\n
  14. How did you decide to settle in this area?<\/li>\n
  15. Tell me something about yourself that would surprise me.<\/li>\n
  16. What things would you want to do more, if you have time for?<\/li>\n
  17. What challenges in your work might I, or my company, to be able to help you with?<\/li>\n
  18. What is the most frustrating thing about being in your business these days?<\/li>\n
  19. In your opinion, what two or three qualities make a top notch sales representative?<\/li>\n
  20. If all work paid the same and you could go around again, what would you do?<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"

    This is a book summary I have written for “The relationship edge: the key to strategic influence and selling success” by Jerry Acuff. Selling success comes from meaningful dialog and meaningful dialog in turn comes from trust. Good relationship itself doesn’t sell, people still have to explain benefits and features in order to close a […]<\/p>\n","protected":false},"author":1920,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6260,6194,6195],"tags":[6432,16473],"class_list":["post-122","post","type-post","status-publish","format-standard","hentry","category-book-reviews-summaries","category-private-banking","category-wealth-management","tag-selling-and-customer-relationship-management","tag-trust"],"jetpack_featured_media_url":"","_links":{"self":[{"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/posts\/122","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/users\/1920"}],"replies":[{"embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/comments?post=122"}],"version-history":[{"count":6,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/posts\/122\/revisions"}],"predecessor-version":[{"id":124,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/posts\/122\/revisions\/124"}],"wp:attachment":[{"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/media?parent=122"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/categories?post=122"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/archive.blogs.harvard.edu\/sammy\/wp-json\/wp\/v2\/tags?post=122"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}