2008 Axiom Award Winner- With an enlightening combination of real-world advice and relatable examples, The Entrepreneurial Conversation authors Edward G. Rogoff, Ph.D. and Michael Corbett introduce communication skills that can facilitate the development of long-lasting business relationships and, in turn, increase sales results exponentially.
With an enlightening combination of real-world advice and relatable examples, this guide introduces communication skills that can facilitate the development of long-lasting business relationships and, in turn, increase sales results exponentially. Following an examination of the three critical elements of the entrepreneurial conversation, the narrative details how to think, speak, and listen like a successful entrepreneur. Chapters tailored to entrepreneurially spirited managers and salespersons explore how these practices may be applied to their day-to-day work environments to identify other parties' core issues and address them in a way that creates win–win results. Wisdom from entrepreneurial luminaries Robert Ezrapour, Milt Kamen, Dick Merians, Chauncey Rapp, Xiaoning Wang, Lloyd Weill, and Don Wilson appears throughout the text to further illuminate how entrepreneurial conversation can consistently achieve beneficial results for all parties involved.
Excerpt
"Engaging in entrepreneurial conversations will enable you to communicate effectively with anyone, be they colleagues, your kids, or the local bank loan officer. Once you have learned to engage in entrepreneurial conversations, you will be able to steer yourself toward success in any endeavor."
Professional Reviews
Kira S. Sheinerman, Ph.D., Vice President, Investment Banking, Rodman Renshaw, LLC
The Entrepreneurial Conversation provides a clear, engaging and convincing guide to building mutually beneficial relationships. Through practical examples, the authors explain what constitutes an entrepreneurial mindset. Readers of different professions will benefit greatly from reading this enjoyable book.
Phil Zachary, Executive Vice President/COO, Curtis Media Group
After more than thirty years of managing hundreds of salespeople and thousands of clients, I've read all sorts of books on selling and marketing, and they inevitably boil down to one thing: closing tactics. This book is different. Once you've mastered the true art of the "entrepreneurial conversation," you'll no longer be stressed out about getting the order.This book explains how "closing" can become the natural, predictable and comfortable outcome of mutually beneficial interactions with your customers.
Charles Warner, Leonard Goldenson Endowed Chair, University of Missouri School of Journalism
Anyone interested in selling, negotiating, persuading, or in influencing other people should not only read this book but also highlight the nuggets of wisdom on virtually every page.
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Practical application
