1st Edition

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

By Peter Nixon Copyright 2019
    158 Pages
    by Productivity Press

    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.

    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