The Business Developer's Playbook Relationship Selling Principles and the DNA of Dialogue Selling

Preface

Acknowledgments

About the Author

Chapter 1: What are You Selling?

Chapter 2: The Dialogue Selling Process

Chapter 3: Relationship Selling Principles

Chapter 4: A Business Developer’s Workday

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 Opportunities and Methods

Appendix V: Negotiation Tactics

Appendix VI: Conflict De-Escalation Tactics

Appendix VII: Business Development Roadmap

Appendix VIII: Bulldog Opportunity Tracker

Appendix IX: RGB Dialect

Appendix X: Top 20 Negotiation Mistakes

Index

Biography

Peter Nixon

This book is an absolute must-read. It’s not a book about “selling” in the limited way we generally
think of that word, it’s about influencing out- comes  and  making  a  difference,  both  to  your 
life  and  success,  and  to the lives of others. Buy it, read it, and dip into it again, and
again, as you encounter different circumstances. It’s an Aladdin’s cave of treasures. I wish I’d
read it 40 years ago.

- Professor Robin Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.

As a health practitioner, I use my hands to dialogue with the body to sup- port health, negotiating
with restriction patterns in muscles and tissues, inviting space, opening to better circulation in
the system. As a dancer, I dialogue with the music and with the audience, negotiating different
movements  as  the  music  rises  and  falls,  and  as  the  audience  attention comes closer or
settles deeper; including the presence of all these elements is what helps me create my dance.

Communication, dialogue, negotiating is happening all the time in all facets of life and language
is diverse. Peter Nixon’s book reveals the fine art of communication and negotiation, reaching out
beyond the boundaries of individual ideas to create relationships in every field of life; a
practical guide to living and working harmoniously, peacefully. Everything we do in life can be a
graceful dance, and this book teaches us about meeting without conflict. Peter is giving us what we
really need, especially all the world’s leaders and politicians.

- Zia Nath, Founder, Quanta Health Care Solutions and Realms of Dance

When I set up my consultancy I had a so many questions about business development that I did not
know where to turn. Peter’s book has helped answer all my questions. If you want to feel like you
are in a casual con- versation  with  an  internationally  experienced  consultant  who  is  fast-
forwarding your learning with his twenty plus years’ experience, then you need to read The Business
Developer’s Playbook now.

- Stuart Gerrard, Managing Director, Innovate to Operate