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

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INTRODUCTION:WIN THE COIN TOSS

Let’s open with some “closing” words:

Closing is finite.

Closing is an end.

It’s likely that you’ve been taught differently when the subject is sales. Our business culture promotes closing as the most vital element of selling. And why not? Closing implies tangible results now, not later.

In The Opening Playbook, we’ll take a counterintuitive approach. Closing before you’ve appropriately opened a business relationship is the sound of a door shutting in your face.

 

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Here’s the mantra for the twenty-first century: Always Be Opening.

 

Especially for professional services providers, opening a relationship the right ...

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