Relationship determines success or failure

Author: (American) Jerry Eakerf / Wood / Lu Gangwei
Publisher:
Publishing Date: 2005-04-01
Features: Is the relationship crucial to your success? Your spouse, friends, and your relationships are unique, but have you realized how such relationships are built? How do you establish relationships with your clients and others? What methods does your company use to train you to build relationships with clients and colleagues? Some of these questions you may know the answers to, while others you may be eager to solve. Now, in your hands is a guide to effective relationship-building methods. Relationships Determine Success is a work by Jerry Eakerf, a leading figure in sales practice in the United States, and Will Wood, a best-selling author. The most important distinction of this book from others in the market is that it does not merely discuss the importance of "relationships" theoretically or conceptually. It doesn't just tell you to be people-centered, understand your clients' needs, or do special things for them. Its greatest feature is the creation of a specific, clear relationship-building method, which is highly practical. This book was written at the invitation of a vice president at Pfizer, as the authors said, "In the pharmaceutical sales field, salespeople often have only two to three minutes to talk with their targets—doctors. In such a short time, what can you convey? 'Hello, I'm Jerry Eakerf, I want to talk to you about our newly developed drug.' Clearly, such communication will not be effective. I believe there must be a way to find a method that allows sales representatives to communicate effectively with their potential clients, clients, and colleagues for longer periods." This method, in the eyes of our introducers, is clear and practical, and almost everyone can learn and master it. This method, as you will see, is almost something everyone can practice. You don't need social skills, you don't need to be an extrovert, and you don't need to be naturally likable. By following this method, you can still successfully build broad and effective relationships. Even if you are not a salesperson, not a manager, or even if you are not involved in business activities, the relationship-building method will still improve your quality of life. Most people instinctively know how to build positive and lasting relationships with their spouses, friends, and colleagues, but few know how to consciously and systematically build and maintain good business relationships. This book will guide you on how to build and repair your network, using a simple three-step method that anyone can learn and apply in life.
Three Steps to Building Relationships:
1. Establish the right starting point—relationships are crucial to business success;
2. Ask the right questions—discover your common ground with others;
3. Take appropriate actions—be fact-based and honest.