6,5 bí quyết "làm giàu" các mối quan hệ

by Jeffrey Gitomer

6,5 Bí quyết “Làm giàu” các mối quan hệ sẽ là cẩm nang bỏ túi cho những ai khát khao hoàn thiện bản thân và vươn đến những giá trị thành công mới. Tác giả Jeffrey Gitomer vốn là một doanh nhân thành đạt, đồng thời là cây bút sắc sảo, cha đẻ của nhiều cuốn sách nổi tiếng viết cho lĩnh vực kinh doanh. Nhưng với cuốn sách này, bất cứ ai cũng có thể tìm thấy những bí quyết riêng, phù hợp với bản thân trong việc tạo dựng và phát triển các mối quan hệ. Cách dẫn dắt vấn đề đơn giản và logic được minh họa một cách sinh động bằng nhiều câu chuyện thực tế và bài tập áp dụng bổ ích…

Genres: Business, Nonfiction, Communication, Self Help, Leadership, Relationships, Personal Development

243 pages, Unknown Binding

First published September 1, 2006

About the author

AUTHOR.
Jeffrey Gitomer is the author of The New York Times best sellers The Sales Bible, The Little Red Book of Selling, The Little Black Book of Connections, and The Little Gold Book of YES! Attitude. All of his books have been number one best sellers on Amazon.com, including Customer Satisfaction is Worthless, Customer Loyalty is Priceless, The Patterson Principles of Selling, The Little Red Book of Sales Answers, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching!, and The Little Teal Book of Trust. Jeffrey’s books have sold millions of copies worldwide.


OVER 100 PRESENTATIONS A YEAR.
Jeffrey gives public and corporate seminars, runs annual sales meetings, and conducts live and Internet training programs on selling, customer loyalty, and personal development.


BIG CORPORATE CUSTOMERS.
Jeffrey's customers include Coca-Cola, D.R. Horton, Caterpillar, BMW, AT&T Wireless, MacGregor Golf, Ferguson Enterprises, Kimpton Hotels, Hilton, Enterprise Rent-A-Car, AmeriPride, NCR, Stewart Title, Comcast Cable, Time Warner Cable, Liberty Mutual Insurance, Principal Financial Group, Wells Fargo Bank, Baptist Health Care, BlueCross BlueShield, Carlsberg, Wausau Insurance, Northwestern Mutual, MetLife, Sports Authority, GlaxoSmithKline, AC Nielsen, IBM, The New York Post, and hundreds of others.


IN FRONT OF MILLIONS OF READERS EVERY WEEK.
Jeffrey's syndicated column, Sales Moves, appears in scores of business journals and newspapers in the United States and Europe, and is read by more than four million people every week.


ON THE INTERNET.
Jeffrey’s WOW! websites, www.gitomer.com and www.trainone.com, get more than 100,000 hits per week from readers and seminar attendees. His state-of-the-art presence on the web and e-commerce ability has set the standard among peers, and has won huge praise and acceptance from his customers.


TRAINONE ONLINE SALES TRAINING.
Online sales training lessons are available at www.trainone.com. The content is pure Jeffrey — fun, pragmatic, real world — and can be immediately implemented. TrainOne's innovation is leading the way in the field of customized e-learning.


SALES CAFFEINE.
Jeffrey's weekly e-zine, Sales Caffeine, is a sales wake-up call delivered every Tuesday morning to more than 500,000 subscribers, free of charge. Sales Caffeine allows Jeffrey to communicate valuable sales information, strategies, and answers to sales professionals on a timely basis. You can subscribe at www.salescaffeine.com.


SALES ASSESSMENT ONLINE.
The world's first customized sales assessment, renamed a "successment," will not only judge your selling skill level in 12 critical areas of sales knowledge, it will give you a diagnostic report that includes 50 mini sales lessons. This amazing sales tool will rate your sales abilities and explain your customized opportunities for sales knowledge growth. This program is aptly named Know Success because you can't know success until you know yourself.


AWARD FOR PRESENTATION EXCELLENCE.
In 1997, Jeffrey was awarded the designation of Certified Speaking Professional (CSP) by the National Speakers Association. The CSP award has been given fewer than 500 times in the past 25 years and is the association's highest earned award.


SPEAKER HALL OF FAME.
In August, 2008, Jeffrey was inducted into the National Speaker Association’s Speaker Hall of Fame. The designation, CPAE (Counsel of Peers Award for Excellence), honors professional speakers who have reached the top echelon of performance excellence. Each candidate must demonstrate mastery in seven categories: originality of material, uniqueness of style, experience, delivery, image, professionalism, and communication. To date, 191 of the world's greatest speakers have been inducted including Ronald Reagan, Art Linkletter, Colin Powell, Norman Vincent Peale, Earl Nightingale, Brian Tracy and Zig Ziglar.

"I give value first. I help other people.

Reviews

[Leticia Supple · Rating 4 out of 5]

If there is one author of whom I am a huge fan, it's Jeffrey Gitomer. I'm a fan despite his brash, confronting, American style. I'm a fan despite how gauche and salesy he is. I'm a fan because he makes sense.

It's not the first time I've read Gitomer's works; however, I previously read-by-listening. I wanted to have the hardcopies so I could theoretically carry them with me all the time and dip into them as I wished.

That's how I came to own this title (and his Little Red Book of Selling) in hardcopy.

Gitomer tells the truth about business life. That truth is nowhere more sharp than in this book. It pretty well says, get over yourself and re-learn how to make friends. And then, get over your own ego and help your new friends to be amazing.

The Internet has destroyed people's capacity to look someone else in the eye and get a smile, and not feel weird about that. But if like me you know that business is about people, and not screens, you simply can't avoid reading this book. Over the long term, the Gitomer student will outpace you if you don't study what he says.

[Mohsen · Rating 4 out of 5]

I listened to this book as an audio narrated by the author. It's a nice book in the subject if you put in practice.

And yes! i would recommend it..

[Spencer Hamilton · Rating 4 out of 5]

I thought it was a great little book that is worth everyone owning. While some of the material seems outdated (there is nothing regarding social media networking, however there are far too many references to “online newsletters”) there is MORE than enough good material to purchase a copy of the book. I read it in bite sized chunks, around 10-15 pages per day. I loved the design, the ribbon book mark, and the book layout was awesome! I will definitely be purchasing and reading his other material.

[Elise Le · Rating 2 out of 5]

This book included all common senses I have read in some other books, so it is not so helpful to me. I guess it will be valuable to someone who has completely no skill of building a relationship. Also, the way the author repeatedly referred to searching this and that on his website is ways too distracting (I want to focus on my book, not my phone)!

[Ivuoma · Rating 2 out of 5]

A nugget or two of information but mostly filler with a dire need of practical tips to implement Gitomer's broad ideas. For me most of this seemed like common sense. This book probably isn't worth a buy but might be of some value borrowed from a library.

[Nathan Wagoner · Rating 4 out of 5]

Even though there is not much about modern networking such as social media, etc. This is still a very good book for anyone, not only people interested in business, because it teaches you how to make in person connections while also making a brand for yourself.

[Natasha M. Nurse, Esq. · Rating 3 out of 5]

Connections happens the minute you give VALUE 🙌🏾 This book is filled with nuggets of wisdom to help you learn the art of giving value over and over again.

[Wilson Tun · Rating 4 out of 5]

Pretty good book about networking with some tips on how to connect in specific situations and ways. Definitely a beginner book to learn how corporate networking works in general.

[Meysam · Rating 4 out of 5]

سفر زندگی
شنیده ام که: " فقط دو تا تصمیم مهم در زندگی هست: اینکه به کجا داری میروی، و چه کسی را با خودت همراه میکنی. "

[Jeremiah · Rating 5 out of 5]

All of Jefferey Gitomer's books are loaded with humor and wisdom; and this book is no exception. I really don't like to network and mingle too much, but this book cuts out all of the phony baloney B.S. of the stereotypical corporate suave party stud who is moving briskly from social circle to social circle with ease and brilliance and only greed on his mind. Really that kind of "networking" is just you putting up a front at social events until you can convince a person that they need your product or serve badly enough; to me it smacks of scam and disingenuousness. Real networking is having a genuine interest in serving the real needs of a customer, not creating a feeling of a need in a customer simply because you are a slick talker. Gitomer will shift your idea of what networking is, how to improve and why it is the most essential part of any business. It's because we all want to do business with people we know, like and who have the same interest in us.

[Shawna · Rating 4 out of 5]

The cover of this book is so blah, it was recommended to me so when I grabbed it I thought "what is this?!" I read the first page or two and couldn't put it down. The information is so straight forward and written in a conversation style that doesn't give you a bunch of gimmicky ideas. I hate the word networking but the author makes it clear networking is about connecting with people and you connect with people by relationships you build. That's powerful stuff bc the only thing different about your business in one year is the people you meet. I highly recommend this book not even if you have a business, I could easily apply some of his tips in helping me find a babysitter.

Theres a lot of questions and exercises to work through that I found very helpful and has made me re think about the direction of my business.. I appreciated that about this book.

[Harry Harman]

ask yourself, “ What have I done for these people lately?”

Next to each of their names, write a senate credit or two of how they have helped you. Under that l, write a sentence or two about how you have helped them.

This separates the value givers from the mooches and looters (Atlas Shrugged)

It’s not who you know, it’s who knows you. - Jeffrey Gitomer

1) Friendliness builds like ability and trust
2) Your hair to your shoes breeds confidence in others
3) Look someone in the eye as you speak is a display of truth and respect
6) Ninety percent of success is showing up prepared
7) Drop your agenda. Focus on connecting, not extracting.
9) The sooner you find something in common with the other guy, the sooner all barriers disappear
11) What’s your reputation behind your back?
12) Staying in touch is more valuable than the introduction
13) Call them. Get their email addresses. Find out what their biggest needs are this year. And begin to think of ways to communicate answers to those needs. Keep asking for input and keep giving valuable information.

When I wanted to connect to a book publisher, I read the acknowledgments of the author of best sellers. It always included the name of the senior editor (the decision maker) and I began to make connections from there.

If you don’t know them figure out who does know them.

It’s about putting yourself in the limelight. If you’re in a seminar room, you might be able to meet 3 or 4 people. If you’re giving a seminar, you have the chance to meet all the people in the room.

Make a list of 10 significant connections:
1) What you have in common
2) What you have gained from this connection
3) What you want to continue to gain from this connection
4) What you have given to earn and keep this connection

“I am going to go out and buy 10 of your books and give them to my most influential connections.”

“I just read your book, and immediately went out and bought ten of them and am giving them away to my best customers.”

What you want:

you may want to climb the ladder
you may want a better job
you may want to change careers
you may want some advice
you may be looking for money for a project
you may need an introduction to someone at a higher level that you can’t get to on your own
you may be trying to win a big sale, and want someone who has direct access to the big boss

All this person’s going to be thinking is, “what does this person want out of me?”

“How can I help you the most?” This question forces you to get to the point. If salespeople were forthright with their value proposition, they would win 80% of the time.

If the “value message” you offer consists of, “Let me buy you lunch to pick your brain,” think again. BUT if you just bought my book, and you want to stop by my office and have me sign it for you, and I happen to be there, and I happen to be free at that moment, you could probably get ten minutes of my time.

In the Little Red Book of Sales Answers, I delineate a connection process called reverse CEO selling, in which you create a leadership newsletter and begin interviewing CEOs about their philosophy of leadership, publish a newsletter with their pictures, and send it to people of influence in your community or industry.

“The only difference between where you are right now, and where you’ll be next year at this same time, are the people you meet bd the books you’ll read.” -Charlie Jones

UNPREPRARED is best described as the nervousness you feel when you haven’t studied properly.

Th image that you have of yourself is a mental one. You created it. Maybe it means you need to go out and invest in some image clothing. Maybe it means you have to hang around a better group of people.

“We’re burning 20 calories just by shaking hands. This relationship is off to a great start.

Notice something different in the way you communicate with best friends as opposed to business people? It’s relaxed, more truthful, and less manipulative - try that on your customers.



Event selection is as important as networking itself

If you spend three minutes with a prospect, that gives you a possibility of twenty contacts per hour. The size of the event dictates the amount of time you should spend with each person. The larger the event, the shorter time per contact, and the less time you should spend with each person.

[K. Isaure · Rating 5 out of 5]

“Provide value for the customer and client through a giving relationship in talking about how you can help them through solving one of their problems and being a source of knowledge that will help them to succeed by connecting them to others through facilitating healthy, timely, communicative skills with positivity, joy, and good people skills. Never talk about yourself. Always ask what they are looking for in terms of outreach or output and provide it without expecting anything in return. Build relationships and teams. Not negativity and discord. “

[Leonardo Juarez gonzalez · Rating 3 out of 5]

It's a really interesting book. It shows the importance of networking and how to create value in order to make a long-lasting relationship. I give it 3 stars because is something that I've read before in at least two books and I use these concepts every time I'm publishing on social media. But if you're an entrepreneur and want to know how to really get to know people to make business with, is one of the best books I've read on the subject.

[Brad Lockey · Rating 4 out of 5]

Be nice.
Networking starts with a genuine connection which you cannot force.
If you're not nice, you will be spoken of ill behind your back, and that is not ideal for rich relationships.
A good overview of connections and it has actually made me re-write a daily goal of my own.
Nothing is about me. Nothing.

[Brian Bundesen · Rating 5 out of 5]

I loved this, as all Gitomer books. I love the direct writing style and layout of short, practical, useful and most of all, doable tips. I've implemented many of his teachings into my business with good results. This is another book that I read over and over to make sure the strategies stay top of mind.

[James Wilson · Rating 5 out of 5]

This is a great little book, full of wisdom. It is a user manual of sorts and has a set of procedures that guarantee success; although, one must put forth the effort to make it work. This book will be a valuable part of my personal reference library.

[Matt Leiv · Rating 5 out of 5]

As always, Gitomer comes through with a winner of a book. Easy to read, understand, and implement. The core concept of his book is: help others first, with no expectation of a return payment. It's his philosophy and a great way to live. Pick it up for an easy informative read.

[Patelli Paschal · Rating 5 out of 5]

Practical Insight on building meaningful connections with people

Loved the steps the author outlined practical to situations and audiences in context. Being of Value is more important than just aimless prospecting.Great book!

[Charles Reed · Rating 3 out of 5]

68%

Pretty basic book really, gives you common core strategies in connections, don't serve yourself, serve others, be real, be kind, be connecting and making friends.

Listen to people, ask them, how can I help you, because a lot of times, they'll tell you.

Also give to get.

[Hadis book greader · Rating 3 out of 5]

در مجموع کتاب خوبی بود و کلیات خوبی رو مطرح کرده بود. شاید بهتر بود به جزییات کمی بیشتر می‌پرداخت. اما خلاقیت نویسنده در بازاریابی محتواش و لینک دهی به دیگر منابعش مثل بلاگ سایتش رو دوست داشتم. در کل سرنخ خوبی در سبک و موضوع خودش بهتون‌ میده .

[Chiara Cokieng · Rating 1 out of 5]

Lots of thoughts on what good networking looks like, but now how to do it.

I don't understand the good reviews. If this is your first book on networking and are surprised that it is about adding value first, I guess?

[Vichy · Rating 5 out of 5]

A life coaching book, which I would always come back to and learn something new from.

[Zo Lang · Rating 2 out of 5]

Redundant.

[ehsan karimkhani · Rating 5 out of 5]

نگاه گیتومر به قصه فروش رو دوست دارم
کتاب پر نکته و مفیدی بود
و واقعا به چندین بار خوندن می ارزد

[RJ Bates III · Rating 3 out of 5]

Message was delivered clearly but repetitively. There were some gold nuggets towards the end that will be immediately implemented!

[Palash Kulshrestha · Rating 2 out of 5]

only few take aways, rest is just repetitions.

[Ravi Shrivastava · Rating 3 out of 5]

Some useful tips but it also felt like an infomercial for other books from the author

[Abdul · Rating 4 out of 5]

Give value first!..

[Holly · Rating 5 out of 5]

5 stars. I had forgotten how much I enjoy Jeffrey Gitomer!