Sales 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.
Our 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.
After 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.
Preparation 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.
Remember, 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.
Be creative. Offer great value. Make friends. Be true to yourself.
*Best Alternative to a Negotiated Agreement
About the Author :
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.
Review :
"Unlocking Yes is a powerful, practical book, loaded with proven negotiating strategies you can use to get better deals every time." Brian Tracy - Chairman and CEO of Brian Tracy International
"Few authors have managed to pack so much wisdom on Negotiation strategies in a single powerful book. The techniques you learn in Unlocking Yes, that remain a mystery for most sales professionals, will give you a decided competitive edge." Jeb Blount, author of Sales EQ, Objections, and Fanatical Prospecting
"Unlocking Yes is the book that explains HOW to 'keep your eyes on the prize' when winning means both buyers and sellers are fully satisfied." Deb Calvert, author of DISCOVER Questions(R) and Stop Selling & Start Leading
"Helping people produce more creative, satisfying agreements is a hugely valuable thing to do. Unlocking Yes can help readers do just that, especially those in sales who are new or feel strongly challenged by this critical task."
Professor Seth Freeman, Negotiation & Conflict Management, NYU Stern School of Business, Columbia University
"Patrick Tinney has combined sales and negotiation into one brilliant, easy to read book! Because of the valuable implications, if you negotiate in sales, reading and applying Unlocking Yes will be the best use of your time.
I highly recommend it!" James Muir, CEO Best Practice International and bestselling author of The Perfect Close
"As a writer of "Negotiating Procurement Contracts -The Knowledge to Negotiate" and the Blog "Knowledge To Negotiate" (both of which are buyer centric) when Patrick announced he had published I had to buy a copy to see what he recommend. After reading it I feel it's a great resource for sales people wanting to increase their chances of both making sales and build relationships for the future where they can increase profitability and work cooperatively with the buyer for mutual success. Too many sales people don't do collaborative selling and don't do their homework and learn about their customer and their customer's needs and what will influence their buying decision. If sales people learn and practice Patrick's lessons they will have a much better chance at success." John C. Tracy, Author, Negotiation Expert, Charlotte, NC, USA
"A power house of Negotiation Strategies and Advice. Unlocking Yes has quickly become one of my few go to books when closing a new deal. Well written and full of advice for the sales and marketing professional." Christopher Kata, Business Development Director, MedNet Solutions, Toronto, ON, Canada
