{"product_id":"unlocking-yes-revised-edition-sales-negotiation-lessons-strategy-9780993828454","title":"Unlocking Yes - Revised Edition: Sales Negotiation Lessons \u0026 Strategy","description":"\u003cp\u003eSales negotiation is eternally and constructively tied to consultative selling. So, we must always be very mindful of the power and strength of long-term, trusted, businesses relationships. Armor-piercing questions in their various forms must not be seen as anything other than a positive risk tool used to clarify our bargaining position and that of our negotiation partner.\u003c\/p\u003e\u003cp\u003eOur personal brand and bargaining table image is nothing more than our personal set of perfectly repeatable promises at work. How we frame negotiations. How we prepare negotiations. How we conduct and manage stratagems.\u003c\/p\u003e\u003cp\u003eAfter reading Unlocking Yes you will understand, sales negotiation is a craft comprised of philosophy, theory, and art. Sales negotiation on the ground and at the bargaining table is a game of elasticity. It is a plethora of plans and back-up plans (BATNA)* that lead you into a profitable bargaining continuum.\u003c\/p\u003e\u003cp\u003ePreparation cannot be understated. To be a truly great sales negotiator, you must be able to digest all known facts about any negotiation well enough to un-script in the heat of a bargaining exchange to elevate your cause and claim greater value. Your knowledge of strategy and your ability to shift strategy in the blink of an eye makes you a force to be reckoned with.\u003c\/p\u003e\u003cp\u003eRemember, the world of sales negotiation is a fluid environment. You must continue to add new tools to your negotiation repertoire. Read, practice, and implement bravely.\u003c\/p\u003e\u003cp\u003eBe creative. Offer great value. Make friends. Be true to yourself.\u003c\/p\u003e\u003cp\u003e*Best Alternative to a Negotiated Agreement\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Patrick Tinney\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Centroid Publishing\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 11\/12\/2018\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 208\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.65lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 8.90h x 5.90w x 0.50d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9780993828454\u003cbr\u003e\u003cp\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eTinney, Patrick:\u003c\/i\u003e\u003c\/b\u003e - Patrick Tinney is the founder and Managing Partner of Centroid Training and Marketing, a consulting firm working to help organizations and entrepreneurs make and save money through consultative selling, sales prospecting and business negotiation training. Prior to Centroid, Patrick held various corporate sales and management positions at The Southam Newspaper Group, Hollinger Inc. and CanWest Media. Over his 30 year career Patrick has concluded multi-million dollar media sales and negotiation solutions for many of Canada's largest advertisers. As an expert on the topic of sales and negotiation, techniques and trends, Patrick is one of the most published authors on business negotiations in Canada.\u003c\/p\u003e","brand":"Centroid Publishing","offers":[{"title":"Paperback","offer_id":44456506032243,"sku":"9780993828454","price":21.49,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0555\/9255\/0515\/files\/img_e4ec4a11-1985-427f-bb03-0384de15f74e.jpg?v=1773752177","url":"https:\/\/bookstorenmore.com\/products\/unlocking-yes-revised-edition-sales-negotiation-lessons-strategy-9780993828454","provider":"Bookstore N More","version":"1.0","type":"link"}