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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.
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.
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”. 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 member of CPSA (The Canadian Professional Sales Association), 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.