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The Art of the Business Lunch: Building Relationships Between 12 and 2

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The Art of the Business Lunch: Building Relationships Between 12 and 2

(10 customer reviews)

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"The quality of your relationship with your client is the determining factor in successful business; this book shows you how to develop this at a high level."
— Brian Tracy, Author/Speaker/Consultant
"The Art of the Business Lunch is pivotal to the science of selling. I have maintained for years that lunch is the best place to build a relationship and make a sale. Robin Jay’s book is the recipe for lean cuisine and fat checks. Buy it, read it, and act on it."
—Jeffrey Gitomer, Author, The Sales Bible and The Little Red Book of Selling
What’s the one entrée you should never order at a business lunch? Is it ever okay to order alcohol? When should you bring up the subject of business?
The Art of the Business Lunch takes you through every aspect of the business lunch. Robin Jay, the "Queen of the Business Lunch", teaches you proven methods for making the people with whom you do business choose to work with you, instead of your competition, time and time again.
Finally, there is a definitive guide to the business lunch! Here is just some of what you will learn:
-Whether you should pick up your clients or meet them at the restaurant -How to pick the right restaurants for business and which restaurants to avoid -How and what to order -Cell phone etiquette -How to pay for lunch discreetly
Discover what companies are looking for in a candidate when the job interview takes place over lunch. Find out how to turn brief encounters at networking luncheons into solid, long-lasting relationships. Once you learn the secrets to The Art of the Business Lunch, you’ll never waste another lunchtime eating alone!
Robin Jay currently works as a consultant, public speaker and corporate trainer since retiring from an award-winning career in advertising. She is a past President of Las Vegas Women in Communications (WIC), and has also served on the Board of Directors of WIC and the Juvenile Diabetes Foundation. She is on the faculty of the University of Nevada, Las Vegas, Educational Outreach program, and is also a Reconnection healing practitioner. She has lived in Las Vegas, NV for more than 30 years.

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Product Details

Author:	Robin Jay
Paperback:	254 pages
Publisher:	Career Press
Publication Date:	2006-02
Language:	English
ISBN:	1564148513
Product Length:	8.22 inches
Product Width:	5.36 inches
Product Height:	0.54 inches
Product Weight:	0.63 pounds
Package Length:	8.1 inches
Package Width:	5.2 inches
Package Height:	0.6 inches
Package Weight:	0.55 pounds
Average Customer Rating:	based on 10 reviews

Customer Reviews

Average Customer Review: 4.5

( 10 customer reviews )
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Most Helpful Customer Reviews

17 of 17 found the following review helpful:

Share a meal and close the deal! Apr 15, 2008 By Betty L. Dravis "BETTY DRAVIS, author/reviewer"
From personal experience through years of owning a newspaper corporation, I learned that some of the biggest deals are closed during social situations, not always behind boardroom doors. I saw this first-hand with politicians in Silicon Valley, with Unions and other businesses. In fact, I had "Power Lunches" of my own where a hand-shake closed many lucrative deals. This outside-the-office setting allowed me to get to know clients and advertisers on a more personal level which led to better business dealings.

Even restaurants in Silicon Valley know the value of such social networking because they sell yearly two-for-one cards to their establishments. My newspaper bought these dining cards from Fairmont Hotel, Hyatt House, and LeBaron Hotel. This not only saved money but enabled us to entertain friends and potential clients in fine style in a relaxed atmosphere.

As Robin Jay, author of The Art of the Business Lunch: Building Relationships Between 12 And 2, explains, there is a fine protocol to building business relationships over a short time-span--lunch and on certain occasions a business dinner. She presents full details in this book, showing the readers how to conduct themselves in professional settings with grace and style, and she enlivens the excellent advice with humorous anecdotes that make for an easier reading/learning experience.

Since cell phones weren't in common use during my career, I was particularly interested in Robin Jay's advice on proper cell phone etiquette, which has an entire chapter dedicated to it.

The Art of the Business Lunch: Building Relationships Between 12 And 2 is well-written, with easy-to-follow formatting, and will be useful to those interested in building productive business relationships. The author's motto is: Share a Meal and Close the Deal, which is how she inscribed the copy I won in J. Kaye's Book Blog raffle. Incidentally, if you would like to try your luck on winning a book, go to: http://j-kay-book-blog.blogspot.com

Reviewed by: Betty Dravis, 2008
1106 Grand Boulevard
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9 of 9 found the following review helpful:

How to strengthen business relationships and nourish a career Feb 19, 2006 By Robert Morris

My rating of this book correctly indicates the value I think it offers but I fear that the title and subtitle may discourage many people from looking beyond the cover. That would be unfortunate because so much of the rock-solid advice which Jay offers is directly relevant to almost any situation in which human beings interact: meals, of course (and not only lunch), as well as coffee breaks, before and after formal programs (conferences, workshops, seminars, etc.), parties, receptions, and during a lengthy airline flight.
Jay's primary focus, however, is on how to establish and then strengthen business relationships, especially with clients. She draws heavily on her own extensive experience (e.g. more than 3,000 lunches with clients) as she suggests a number of do's and don'ts and then explains why or why not. I appreciate the fact that she uses so many specific examples to illustrate key points.

Her advice is practical. Of greater importance, it is never threatening to one's comfort level. Almost all of her suggestions and recommendations are easily do-able. That is, she does not require a massive transformation of personality. For example, in Chapter 15, she establishes a familiar situation: You are invited to a networking event. You decide to attend only because you know someone else who will also be there. Upon arrival, you locate and then sit with that friend. In fact, you spend most of the time with her or him. You may meet one or two strangers. According to Jay, this is normal behavior. What does she suggest? Pretend that you are attending a wedding reception and that you are either the bride or the groom. How simple! And yet think about it. Who derive the greatest benefit from networking events? Those who are obviously and (key word) genuinely friendly people who circulate throughout the crowd, introducing themselves. They spend most of the time listening rather than talking. They sustain eye contact. They eagerly introduce those whom they have just met to others. They bring warmth and energy to the event. In other words, they behave as a bride or groom would at a wedding reception.

I could cite dozens of other examples of Jay's practical wisdom. Point is, this is a "must read" for those who are preparing for or only recently embarked upon a career as well as for those well along in a career who need to be reminded of what is -- and is not -- appropriate behavior, not only in a business relationship but indeed in just about every other relationship.

At this point, I presume to share what has really been helpful to me when meeting someone for the first time in out-of-office situations such as those which Jay examines. Inevitably I am asked, "What do you do?" For years, I would immediately cite my title, company, its location, and what the company sells. (By the way, there are no "wrong" answers to that question primarily because most who ask it really don't care.) Blah, blah, blah...Invariably, no matter what I say, I'm told that it is "interesting." Yeh, right.

About ten years ago, for whatever reasons, I suddenly realized that there is a much better response. Here's the situation. My wife and I were among about 35-40 people at a Christmas party. We circulated together for a while, then she became engrossed in a conversation and I headed for the bar to re-fresh my drink. Along the way, I encountered someone wearing the same Christmas tie I was, one sold to raise funds for the Save the Children Fund. We complimented each other on good taste, then introduced ourselves. Inevitably he asked me what I did. Suddenly I thought of a better response:

"Most companies have problems with [fill in the blank]. I solve them."
"What kinds of problems?"
"Probably the worst is [fill in the blank]."
"How do you solve it?"
"First I [fill in blank] and then I [fill in the blank]...."

Then, almost every time, I am asked for a card either for the person with whom I have been chatting or for someone that person knows who needs help solving the problem I identified.

Credit Robin Jay with skillfully sustaining a conversational tone while sharing her observations and recommendations. So many "How to" self-improvement books strike me as arbitrary and impersonal. That is certainly not true of The Art of the Business Lunch. Nor is it accurate to describe as "art" much of what Jay shares. Rather, I see it as plain old-fashioned common sense in combination with the Golden Rule ("...as you would be done to"), the Platinum Rule ("...as they would be done to"), and courtesy which, regrettably, is no longer "common."

The Art of the Business Lunch will probably be of greatest value to those who often entertain for business purposes. If nothing else, it will prevent many of them as well as other readers from indulging in behavior which is, at best, an embarrassment and at worst, could destroy a relationship... and even a career.

3 of 3 found the following review helpful:

Disappointing May 28, 2006 By Mark F. Vincent
This book was a disappointment. The artwork on the cover is enticing. Essentially the book is a series of anecdotes with few tips or advice of real substance. A much better book has been written by an Australian author called "Charming up Profits". I would have to say that the book was a piece of sef-promotional self-indulgence doubtless designed to support the author's speaking engagements. I had expected so much more.

2 of 2 found the following review helpful:

READ THIS BOOK! Apr 28, 2006 By HNL Business Man
This is an awesome book whether you are hosting or being hosted at any business function as it gives you much more than just "doing lunch". I have been in the retail/wholesale clothing business for over 18 years and sat on both sides of the table. This is a must read for anyone in the business world as it really goes into depth about the "art" of doing business in social settings. Now get this book then call someone and ask them, "Wanna have lunch?".

2 of 2 found the following review helpful:

A "must-have" for anyone in business. Dec 04, 2005 By Ruth Furman
Following the advice in these pages, strategically setting up business lunches with prospective clients and referral sources, as well as current clients, has helped me increase my business significantly over the last 18 months. The practical tips she shares are superb, from grabbing the check to what to order.
I run my own publicity and writing business and get a lot of business through word-of-mouth and referrals from colleagues and current clients. In my business, relationship building is extraordinarily important. I already considered myself an "above-average" networker before laying eyes on this book. Who was I fooling? I purchased the book after hearing Robin speak to a group of professional women. What I have learned from Robin has really helped me "kick it up a notch" with phenomenal relationship-building results. I have even come up with an acronym I repeat to myself when I notice I don't have enough business breakfasts and lunches booked on my calendar: BBBB (breaking bread brings business). It's true! Another great thing about Robin's writing is her humor. She is able to share great advice sprinkled with amusing anecdtoes that we can all identify with.

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