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

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 6

THE RIGHT PLAY AT THE RIGHT TIME

Coach’s Commentary

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What does it mean to have the right conversations at the right times with the right people in the right contexts? Before we dissect what Sam did wrong on his call to Alex Itzikoff, let’s start by figuring out what’s right. Right has many meanings that matter in opening business relationships: (1) correct (as in “the right contact”), (2) brought into balance (as in “righted the ship”), (3) appropriate for the situation (as in “he said the right thing”), and (4) a privilege, benefit, or advantage (as in “he earned the right to meet with the CEO”). In the same way a quarterback must read the ...

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