Selling the Price Increase. Jeb Blount

Чтение книги онлайн.

СКАЧАТЬ

      Exercise 6.1 Relationship Inventory

      Reflect on some of your relationships with customers that really stand out. Pick one that's particularly good, one that's been a struggle, and one that isn't very close at all. Identify the people you either look forward to working with or dread hearing from. What makes the relationship work the way it does?

      Best Client Relationship

      Account Name:

      Key Relationships:

       What makes this relationship work really well? Give an example of a time when you and the client worked together to solve a problem:

      Difficult Client Relationship

      Account Name:

      Key Relationships:

       What about this relationship do you struggle with most? Give an example of a time when you and the client worked together to solve a problem (or at least tried to):

Distant Client Relationship

      Account Name:

      Key Relationships:

       What do you think could change if you were able to strengthen this client relationship?

      What Can You Learn?

       What do you do in your best client relationship that you can apply in your weaker relationships?

Note

      1 1. Antonio Damasio, Descartes' Error: Emotion, Reason, and the Human Brain (New York: Putnam, 1994; rev. ed., Penguin, 2005).

      Конец ознакомительного фрагмента.

      Текст предоставлен ООО «ЛитРес».

      Прочитайте эту книгу целиком, купив полную легальную версию на ЛитРес.

      Безопасно оплатить книгу можно банковской картой Visa, MasterCard, Maestro, со счета мобильного телефона, с платежного терминала, в салоне МТС или Связной, через PayPal, WebMoney, Яндекс.Деньги, QIWI Кошелек, бонусными картами или другим удобным Вам способом.

/9j/4AAQSkZJRgABAQEBLAEsAAD/7SCUUGhvdG9zaG9wIDMuMAA4QklNBAQAAAAAAAccAgAAAgAA ADhCSU0EJQAAAAAAEOjxXPMvwRihontnrcVk1bo4QklNBDoAAAAAAPcAAAAQAAAAAQAAAAAAC3By aW50T3V0cHV0AAAABQAAAABQc3RTYm9vbAEAAAAASW50ZWVudW0AAAAASW50ZQAAAABDbHJtAAAA D3ByaW50U2l4dGVlbkJpdGJvb2wAAAAAC3ByaW50ZXJOYW1lVEVYVAAAAAoAQQBkAG8AYgBlACAA UABEAEYAAAAAAA9wcmludFByb29mU2V0dXBPYmpjAAAADABQAHIAbwBvAGYAIABTAGUAdAB1AHAA AAAAAApwcm9vZlNldHVwAAAAAQAAAABCbHRuZW51bQAAAAxidWlsdGluUHJvb2YAAAAJcHJvb2ZD TVlLADhCSU0EOwAAAAACLQAAABAAAAABAAAAAAAScHJpbnRPdXRwdXRPcHRpb25zAAAAFwAAAABD cHRuYm9vbAAAAAAAQ2xicmJvb2wAAAAAAFJnc01ib29sAAAAAABDcm5DYm9vbAAAAAAAQ250Q2Jv b2wAAAAAAExibHNib29sAAAAAABOZ3R2Ym9vbAAAAAAARW1sRGJvb2wAAAAAAEludHJib29sAAAA AABCY2tnT2JqYwAAAAEAAAAAAABSR0JDAAAAAwAAAABSZCAgZG91YkBv4AAAAAAAAAAAAEdybiBk b3ViQG/gAAAAAAAAAAAAQmwgIGRvdWJAb+AAAA

СКАЧАТЬ