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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.
The Bonus Round: Corporate Sales Lessons & Strategy
The corporate sales world is a fascinating place. It is big, bold, challenging, mind-bending and one of the most fun environments to sell in of all. The reason the corporate sales world is different is because it attracts the brightest minds from all age groups. Think of corporate sellers as elite athletes because all of the same practice, focus, persistence, resilience and professional conduct: mirror major sports. Only the best in corporate sales get to raise the trophies and huge bonus payouts.
Rainmaker, Author, Keynote Speaker, Trainer, Coach, Entrepreneur and Consultant.
Patrick Tinney is the founder and Managing Partner of Centroid Training and Marketing and author of three sales books 1) “Unlocking Yes The Revised Edition”(Negotiation) 2) “Perpetual Hunger” (Sales Prospecting) and 3) “The Bonus Round” (Consultative Selling)”. 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 sales & business negotiation, techniques and trends, Patrick is frequently published in online and print business journals. He is one of the most sought after sales and negotiation podcast guests in the market today.
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 was the very first sales person to hold the certification of C.P.P.P. (Certified Print Production Practitioner) No time limit.
Patrick Tinney is the most published Sales and Business Negotiation Author in Canada.
Patrick is one of only three solo sales authors in the world to have completed a Sales prospecting, Consultative Sales and Sales Negotiation trifecta of books. The other two authors having completed this rare triple are authors Jeb Blount and Brian Tracy.