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

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 4

ESTABLISH QUARTERBACK-RECEIVER RHYTHM

Coach’s Commentary

Images

Who was really responsible for the difficult conversation between Sam and Joe Jordan? Who matters more in connecting for a successful pass, the quarterback or the receiver? It doesn’t matter. They aren’t competitors; they’re teammates. What matters is that the quarterback and the receiver have built a trusting relationship over time and have established a rhythm of working together on the field.

In the same way, Sam (and you and me and everyone) needs to establish a relationship rhythm with his prospects—a steady give-and-take of ideas and value—before he can expect much movement up the ...

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