Andrew Dietz - The Opening Playbook

So many experts have the sales formula wrong, always chasing the next transaction. When you are ready to transform your good relationships into lifelong brand lovers, read The Opening Playbook.

Bolivar J. Bueno, founder, The Cult Branding Company, and author, Customers First

In todays world of do more with less, relationships are often sacrificed on the altar of transaction. Andrew Dietz shows how to lead with service and relationship in order to achieve your goals and to help your clients achieve theirs.

Todd Henry, author, Die Empty and The Accidental Creative

Ive read dozens of books before that cover all aspects of selling, including prospecting, qualifying leads, networking, presenting, and closing. I never have read a book before that so simply and practically covers all of them in a way that anyone from a neophyte to journeyman sales professional can understand and immediately apply. Andrew cleverly utilizes sports analogies and playbooks to help drive key points home and show how any professional willing to study Andrews playbook can make the business development All Star team.

Bob Littell, author, The Heart and Art of NetWeaving

Professionals across myriad professional service businesses will benefit from cracking open Andrew Dietzs The Opening Playbook. Weaving real-world commentary into a fictional account of one aspiring professionals journey to success, Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on ones path to truly connecting with clients. Dont look for any phony sales tricks or manipulative marketing techniques here, no, no, no only truly honest instruction from the Lombardi of business development coaches.

James H. Gilmore, coauthor, The Experience Economy and Authenticity

Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies.

Alan Deutschman, author, Walk the Walk and Change or Die

The Opening Playbook should be subtitled Moneyball for Business Development. Dietz is a double-threat author, not only drawing up a superb game plan for hitting paydirt in business development, but making The Opening Playbook a damned entertaining read.

John Helyar, coauthor, business book bestseller Barbarians at the Gate, and author, Lords of the Realm: The Real History of Baseball

Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. He shows the best way to develop business by creating meaningful conversations. If you want long-term relationships with your clients, this is the book for you.

Shawn Kent Hayashi, author, Conversations that Get Results and Inspire Collaboration

In The Opening Playbook, Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. Its an enjoyable and valuable read!

Bill Cates, author, Get More Referrals Now and Beyond Referrals

If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor.

Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author, Clients for Life

Copyright 2014 by Andrew Dietz. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a data base or retrieval system, without the prior written permission of the publisher.

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For my wonderful, openhearted family.

INTRODUCTION:
WIN THE COIN TOSS

Many thanks to my colleagues, clients, and friends at Creative Growth Group, Inc., and CGG Alliance LLC for their ongoing input and support. Special thanks to Jay Busbee, without whose editorial support and friendship this book wouldnt have seen the light of day. And also to Gregg Bauer and his team at Bauerhaus Creative for their design contributions. Thanks, too, to a cadre of superb business writers and thinkers whom Im lucky to know and who shared encouragement and counsel on this project: John Helyar, Jim Gilmore, Todd Henry, Alan Deutschman, Dr. Jagdish Sheth, and many others. I am extremely grateful, too, for the publishing confidence and editorial assistance provided by my key contacts at McGraw-Hill Education: Donya Dickerson, Dannalie Diaz, Pattie Amoroso, Eric Lowenkron, and Mary Glenn. And, of course, to Janice, Samantha, and Jessie, who are my ongoing opening inspiration.