Author: Jerry Acuff
From Booklist: Most organizations train their sales staff to focus on product features and benefits and neglect the crucial aspect of building long-term relationships with clients. Acuff uses a sincere approach in his practice of forming lasting relationships with others without keeping score or expecting paybacks. He introduces the "Relationship Pyramid," with the largest group of relative strangers at the bottom and people who highly value your relationship at the top. Acuff suggests getting to know your clients better by getting them to talk about their favorite subject--themselves. He offers 20 questions designed to get people to open up, discusses ways to alleviate shyness, and suggests the sharing of a meal. A refreshing break from the winner-take-all approach to salesmanship.
