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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 2

ESTABLISH FIELD POSITION

Coach’s Commentary

Images

Let’s stop the film here because it’s just too painful to continue. Actually, at this point, if we think of reading Sam’s story in terms of watching game film, it’s like reviewing first-day footage of a terrible team like the Bad News Bears. There are so many issues to address that it’s hard to know where to begin. Let’s look first at the overarching matter: Sam’s intention.

Sam was intent on closing a deal in the first meeting despite never having earned the right to do so. Sam went on the offensive way too early, and as a result he was, well, offensive.

 

The idea of an initial prospect conversation ...

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