The connectors :(E-BooK) how the world's most successful businesspeople build relationships and win clients for life /
Maribeth Kuzmeski.
- Hoboken, N.J. : Wiley, c2009.
- xiv, 258 p. ; 24 cm.
PART I Winning Business with Relationships CHAPTER 1 The Common Denominator of Greatness and Success: It’s Not Money, It’s People! (Page-3) CHAPTER 2 You Can Be a Connector Even If You’re Not a Natural People Person: How Social Intelligence Makes a Major Difference in Business (Page-19) CHAPTER 3 The Connector IQ Assessment: Am I Socially Intelligent? (Page-31) CHAPTER 4 The Red Zone Connectors Formula: The Principles for Building Valuable Relationships (Page-42) PART II How Do They Do It? The 5 Traits of Connectors CHAPTER 5 Develop a True ‘‘What’s in It for Them’’ Mentality: Focusing on Others Brings More for You (Page-53) CHAPTER 6 Listen! Curiously Listen! (Page-65) v CHAPTER 7 Important Questions to Ask That Attract Connections (Page-83) CHAPTER 8 Getting the Sale to Close Itself: Using Creative Strategies to Sell Without Selling (Page-96) CHAPTER 9 Create a Memorable Experience: Differentiating Yourself by the Impact You Leave on Others (Page-106) PART III Applying the 5 Connector Traits CHAPTER 10 Gain a Stream of Profitable Referrals: The Litmus Test for Relationship Success (Page-125) CHAPTER 11 The Employee Connection: The Critical Factor in Creating Clients for Life (Page-138) CHAPTER 12 I Don’t Have Time to Connect! Finding the Time to Connect with an Already Busy Schedule (Page-147) CHAPTER 13 Find a Mentor: The Influence that Leads, Motivates and Holds You Accountable (Page-154) CHAPTER 14 Women’s Organizations: Fulfilling a Unique Need for Women to Connect (Page-164) PART IV Power Tools for Relationship Building CHAPTER 15 How to Get the Most from Outlook, ACT, and Other CRM Software: Strategies for Organizing and Tracking Relationships (Page-175) CHAPTER 16 Christmas Cards Don’t Work: Meaningful Strategies for Keeping in Touch (Page-182) CHAPTER 17 Using Speaking Skills to Develop Relationships: Simple Strategies to Connect Powerfully When Speaking to Small and Large Groups (Page-191) CHAPTER 18 Connecting through Social Media Technology: How to Get the Most Out of Facebook, LinkedIn, and Other Social Networking Sites (Page-200) CHAPTER 19 The Contrarian Networking Strategy: Create Truly Effective Networking Not Focused on Networking (Page-212) CHAPTER 20 Coaching Your Way through to Better Relationships: A Self-Coaching Exercise for Improving Business Relationships (Page-222) CHAPTER 21 Financial Advisor Relationship Strategies: A Niche-Based Look at Connecting with Dramatic Sales Results (Page-235)