O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

 17

COMMAND THE HUDDLE

Coach’s Commentary

Images

Old-school selling techniques are filled with phrases like “getting a foot in the door.” Think about what that means for a second. When do you have your foot in a door? When someone’s trying to close it in your face and you’re actively trying to prevent him or her from doing so (or, in extreme circumstances, when you’ve kicked through a door). This doesn’t seem like the foundation of a winning partnership, does it? Instead, it sounds like the prelude to a call to security.

That’s why we don’t use the tired foot-in-the-door metaphor.

 

We want to take the door off its hinges. We don’t want the door to ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required