The Eight Competencies of Relationship Selling: How to Reach the Top 1% in Just 15 Extra Minutes a Day

by Jim Cathcart

Original edition was published in 1985, revised many times since then. This concept treats relationships as the central element is sales success. Relationships are not mere "connections". They are Assets, or liabilities depending on how you manage and select them.
This shows you how to build an ongoing connection with every customer by becoming their partner in problem solving.
Increase your Sales IQ in every stage of the sales cycle.
Learn the 8 Competencies of Top Sales Producers
Master the art of selling
Become a trusted advisor and favored provider

280 pages, Paperback

First published October 28, 2002

About the author

Jim Cathcart is the author of 21 books including the international bestsellers: The Acorn Principle (St. Martin's Press) and Relationship Selling (Leading Authorities Press, Macmillan, Advantage Quest), Intelligent Curiosity (Beyond Publishing) and The Power Minute, Your Self Motivation Handbook (Authors Press). He's the founder of Cathcart.com "Motivation - Strategy - Training."

Reviews

[Ryan Barretto · Rating 5 out of 5]

Possibly the most succinctly detailed book I have read on developing oneself for a successful career.

The writing style is simple, and has easy to understand examples. The how and why of each competency is clearly explained. I love that the author asks you to choose a competency, practice it regularly for 15 minutes a day for a few months, and then move to another competency.

I'd say if you apply learnings this book and from Teach Yourself How to Think, How to have a Beautiful Mind (both by Edward de Bono), and Eight to be Great by Richard St. John, you life would become easier. Add Psycho-Cybernetics by Maxwell Maltz to this mix and you are going to be ahead of most other people.

Strongly recommended to everyone.