Unlocking Yes
Sales Negotiation Lessons & Strategy
Published on 23. April 2015
Book
Paperback/Softback
190 pages
978-0-9938284-1-6 (ISBN)
Description
Unlocking Yes: Sales Negotiation Lessons & Strategy specifically addresses the negotiation needs of sales professionals. Using real life examples, learn how to engage professional buyers who are well-schooled in procurement and negotiation practices and bring relationship-based selling to profitable closures. Owning Unlocking Yes gives readers access to sales negotiation success stories and is truthful in the hard lessons learned when things went wrong. Familiarize yourself with examples of 12 negotiation strategies sophisticated buyers use on professional sellers along with tips to navigate these bargaining strategies. Unlocking Yes is current, relevant and adds value to any sales organization or individuals making large purchases because it is philosophically results based.
More details
Language
English
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 10 mm
Weight
284 gr
ISBN-13
978-0-9938284-1-6 (9780993828416)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Author, Keynote Speaker, Trainer, Entrepreneur, Consultant, Patrick Tinney is the founder and Managing Partner of Centroid Training and Marketing and author of "Unlocking Yes: Sales Negotiation Lessons & Strategy" first and second editions. Patrick is also the author of "Perpetual Hunger: Sales Negotiation Lessons & Strategy". Finally, Patrick is the author of the newly released " The Bonus Round : Corporate Sales Lessons & Strategy" . 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. An expert on the topic of business negotiation, techniques and trends, Patrick is frequently published in online and print business journals. He is also sought after as a trainer, executive coach and keynote speaker.
Patrick is a founding Director of the FDSA (Flyer Distribution Standards Association of Canada) and a past member of the Sheridan College, Advertising Program, Advisory Committee. Patrick holds the certification of C.P.P.P. (Certified Print Production Practitioner).
Patrick Tinney is one of the most published Authors on Business Negotiation in Canada.