NUST Institutions Library Catalogue

The connectors :(E-BooK) how the world's most successful businesspeople build relationships and win clients for life / Maribeth Kuzmeski.

By: Kuzmeski, MaribethPublisher: Hoboken, N.J. : Wiley, c2009Description: xiv, 258 p. ; 24 cmISBN: 0470488182 (cloth); 9780470488188 (cloth); 9781118156285 (pbk.Subject(s): Business communication | Relationship marketing | The connectors :E-BooKDDC classification: 658.812
Contents:
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)
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Item type Current location Home library Collection Call number URL Status Date due Barcode Item holds
Book Book Military College of Signals (MCS)
Military College of Signals (MCS)
NFIC 658.812 KUZ (Browse shelf) Link to resource Available MCSEB-3244
Total holds: 0

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)

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