By Ed Wallace

The First Step-By-Step Program For Advancing Business Relationships

Everyone knows that relationships are critical to business success, but no one has provided a simple system to turn contacts and acquaintances into valuable assets—until now. Business Relationships That Last provides the first systematic program for advancing business relationships.

In five easy-to-follow steps, the book shows how to transform any casual business relationship into a valuable source for revenue, leads, and advice. Ed Wallace combines memorable anecdotes with a clear theoretical framework that shows individuals how to leverage their hard business skills with the often-overlooked soft skills of relationship building.

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By John Holland and Ed Wallace

A CustomerCentric Selling® Approach

Salespeople face increasingly difficult and diverse challenges in the 21st Century business environment. Customers and prospects typically charter cross-functional teams to assess vendor offerings. This “new buyer” presents the salesperson with new dynamics including more sophisticated, knowledgeable buyers, how to distinguish whether the team is really the buyer or just a group of influencers, how to navigate the diversity of the team members, and, most importantly, how to develop a respected advisor relationship with this new buyer.

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By Ed Wallace

How to Develop Outstanding Business Relationships

For Ed Wallace, life changed with a ride to the airport. When Wallace first met Max, the taxi diver who picked him up in an impeccably clean, British-style car, he was a young, hard working, up and coming businessman. He had no idea that this taxi driver would evolve to become his mentor, his business guru and his good friend—sharing life lessons about professional relationships not taught in business school. Max’s diverse list of clients included business people, ladies groups, and riders from every walk of life. When asked how he’d developed such a long list of loyal customers, Max said, “Simple—it’s the little extras that turn fares to friends.” Ed, author of Fares to Friends: How to Develop Outstanding Business Relationships, realized that the business world had slowly lost its human touch.

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