TY  - BOOK
AU  - Nixon,Peter
ED  - Taylor and Francis.
TI  - The Business Developer's Playbook: Relationship Selling Principles and the DNA of Dialogue Selling 
SN  - 9780429446542
AV  - HF5438.25 
U1  - 658.85 
PY  - 2018///]
CY  - Boca Raton, FL
PB  - Productivity Press
KW  - BUSINESS & ECONOMICS / Management
KW  - bisacsh
KW  - BUSINESS & ECONOMICS / Management Science
KW  - Selling
KW  - Business communication
KW  - Negotiation
KW  - Electronic books
N1  - Includes bibliographical references and index; Preface --; Acknowledgments --; About the Author --; Chapter 1: What are you selling --; Chapter 2: The Dialogue Sales Process --; Chapter 3: Relationship Selling Principles --; Chapter 4: A business developers workday - Peters top 10 worklist --; Chapter 5: Other Important Sales Topics --; Chapter 6: Conclusion --; Appendix I: Relationship Selling Principles --; Appendix II: Dialogue Puzzle --; Appendix III: Dialogue Skills  PRESA --; Appendix IV: Dialogue Methods --; Appendix V: Negotiation Tactics --; Appendix VI: Conflict De-escalation tactics --; Appendix VIII: Business Development roadmap; Also available in print format
N2  - This book is not about selling products -- it is about selling yourself, your ideas, and your services. This book explains an innovative dialogue sales process, and the relationship sales principles that underpin it. In every sales situation, there is both a seller and a buyer and, at different times, either the buyer or the seller may take the lead. The dance they perform may or may not lead to a deal, but it will leave them knowing a little more about each other’s strengths and weaknesses. These two dancers are "connected" and follow the same steps -- The five steps they follow are to plan, connect, dialogue, record, and follow up. The five steps are the basis of the dialogue process.In addition, this book provides easy-to-follow guidance for three groups of people: 1. Professionals wanting to sell their services and improve their business development; 2. Thought leaders, change agents, innovators, entrepreneurs, senior public servants, and advocates wanting to sell their ideas to others; 3. Mid-career job seekers and recent graduates aiming to sell themselves into a dream job role either full or part-time
UR  - https://www.taylorfrancis.com/books/9780429446542
ER  -