Nothing Stops Me: Sales Success from Adversity

Nothing Stops Me is dedicated to all of those in sales who took a road less traveled. This group, who joined the world of sales, did so to make a difference. They have this need to help others while finding their place in the world. They are an unusual group, because they pull everyone along with them. They do things others will not. They invest in themselves with great sales books and self-improvement programs. They praise great work when they see it. They mentor. They will rip the shirt right off their back, if it means someone else gets a fair shake. They break new ground because nobody is looking there. They lift those behind them. They honour those whose shoulders they stand upon. They see sales as a noble craft. This book is dedicated to those in sales who took the road less traveled. These sales professionals embrace positive risk to turn adversity into rocket fuel. Their mindset is? "Nothing Stops Me."

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Unlocking Yes

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.

Perpetual Hunger

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.

Perpetual Hunger

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.

By reading this book, you are seeking constructive methods to dig new money out of the ground and guide this new found cash to profitable closure. In "Perpetual Hunger: Sales Prospecting Lessons & Strategy", you will find a series of real-life lessons, business vignettes, tactics, and strategies to help you make consistently prospect at a superior level. I like to call this "chasing smart money".

I have specifically written Perpetual Hunger to address the prospecting needs and account churn needs of sales professionals, entrepreneurs and start-ups. Our mission is to provide you with strong examples of how to engage professional buyers who are well-schooled in procurement processes. Processes that are systematic and culturally designed to unbundle seller costs. Perpetual Hunger will enable sales professionals and entrepreneurs to bring their best sales game to any buyer's boardroom table.

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This is an excellent book on successful selling – practical, helpful and fast-acting. Read it. Practice it. Boost your income immediately.

In his new book, Perpetual Hunger, Patrick Tinney challenges and motivates us to give more to get more – focusing the
salesperson on methods for identifying and obtaining new customers. Tinney explains through example the limitless value created through the formation of high trust relationships - and the impact it will have on your wallet.

Rather than risk commoditization, Tinney identifies the levers that sales leaders deploy to gain the advantage by obtaining the number one negotiating position.

Perpetual Hunger is essential reading for sales professionals, entrepreneurs, and everyone committed to identifying, contacting, influencing, qualifying, and cultivating profitable new customer relationships.

Besides enlightening the reader on the process and benefits of effective prospecting, Perpetual Hunger reinforces the lessons in his first volume, Unlocking Yes. Yet another winner from the Sales Master, Patrick Tinney!

Patrick has developed a very comprehensive but easy to follow guide for sales professionals and entrepreneurs. This is a must read for anyone interested in understanding how to sell your message, independent of what level of experience you may already have.

A Must Read For All Sales Professionals! With Perpetual Hunger, Patrick Tinney has once again provided sales professionals with a resource which will help them improve their sales skills 10 fold. Perpetual Hunger is packed full of outstanding tips, techniques and strategies for sales prospecting and staying focused on what matters most. Perpetual Hunger is one of the only books I return to regularly when I need to sharpen my sales prospecting skills. A must read for any sales professional looking to improve their sales performance!

Perpetual Hunger gives readers passionate and enlightened strategy on sales prospecting and will inspire a vast audience of readers including sales professionals, entrepreneurs and start-ups. The book provides an A-to-Z lesson approach and includes twelve lesson exercises that readers can use to master transforming their sales prospecting weaknesses into strengths. Step-by-step, Patrick Tinney’s stay hungry plan of attack theme provides real life examples of his own sales prospecting pain points which lead readers to valuable insight on how he navigated turning weaknesses into money-making strategies.

Readers will discover the importance of dealing with rejection, building relationships and trust, listening, understanding price traps, planning, rehearsing and managing stress. The book helps you get inside your head as well as inside the head of your prospect. Then the magic happens!

Perpetual Hunger also provides much more including how to network in today’s marketplace and the advantage of using social media platforms and content strategy to strengthen your personal rand. The storytelling theme also discovered throughout the book is very compelling and will hold your attention.

This is a great new addition to Patrick Tinney’s earlier book “Unlocking Yes” and will be the most valuable reference guide that any sales professional will own. If you want to stay ahead of the pack pick up a copy now and go make money. Be Brave, Bold, Strong and Stay Hungry!

The more I dug into Patrick Tinney’s new book Perpetual Hunger: Sales Prospecting Lessons & Strategy, the more I got out of it. Tinney’s book stands out from the countless books about how to sell because he draws in the reader with his personal accounts of what it really means to be hungry, out there prospecting for sales. Then, he gives you not only the strategies to use, but also the tools to implement the strategies in a myriad of selling situations.

Tinney deftly weaves together the art and science of selling, delving into the factual (IQ) and emotional intelligence (EQ) you need to become a successful salesperson. Each lesson gives you clearly defined instructions and then asks you questions so that you can prepare yourself to go out and sell.

Of particular interest to me was Tinney’s recommendation to do a SWOT analysis of your prospect before meeting with him or her. Armed with the results of the SWOT, you can truly understand your prospect’s perspective. Tinney explains that only by understanding the people you are selling to and their needs and fears can you make the sale.

I recommend Perpetual Hunger to anyone who needs to understand how to meet customers, build trust, and convince them to buy from you.

Patrick's second book Perpetual Hunger: Sales Prospecting Lessons & Strategy provides excellent training and motivation for anyone in sales. Sales prospecting is the first step in the sales process, before account management, consultative sales or complex negotiations take place. Yet they all dovetail and Patrick demonstrates how smart prospecting lays the groundwork for building solid sales results and client relationships. The book provides bite-sized lessons and exercises the reader can work through. I recommend this book to people who are starting in sales and those who are well into their sales careers. There is a wealth of detail in “Perpetual Hunger”.

Every professional whose success depends on sales revenue will be inspired by Patrick's vast experience in prospecting, presenting and closing deals. Perpetual Hunger is the perfect pick-me-up regardless of your experience and position. My copy is now full of yellow highlights from cover to cover for future reference and important reminders. Bottom line... Read it and WIN.

Tinney exemplifies a masterful understanding of sales prospecting and in general sales! His book "Perpetual Hunger" showcases the true Titan he is laying out the ground work for his unconventional approach to selling which I believe to be brilliant. I am implementing a number of his relationship building tactics, especially with the wide dynamic of individuals we deal with in the selling field. Excellent work!

Perpetual Hunger is the second book written by Patrick Tinney (1st - Unlocking Yes). Both are awesome! Perpetual Hunger has offered me simple negotiation strategies for my business which I have been using daily and has improved my sales prospecting skills significantly. This book is filled with lots of examples, techniques & tips to be successful in your business. I give this book 5 STARS.

Practical advice from an author who speaks from experience. If you really want to know how to prospect and are hungry for success in your sales career buy this book. I read this book on a flight to Australia and in the process of putting the well-founded advice into action

Book Review – Patrick Tinney’s Perpetual Hunger – The Only Book of its Kind. I read a tremendous number of sales books every year and Perpetual Hunger is the first book of its kind that I have encountered. Patrick Tinney hails from the world of big-time retail sales which, at times, can be one of the most cutthroat business sectors. The insights in Perpetual Hunger are useful for every kind of sale and especially so if you happen to be from Patrick Tinney’s world. The book walks through virtually all the stages of the sales cycle and includes helpful exercises throughout. I found helpful sections on developing value propositions and messages both at the beginning as well as later in a section on scripting meetings.

Patrick delves into the importance of planning before each encounter and the nuances of making each experience excellent for the client and offers practical advice on how to genuinely solve problems for customers. I enjoyed Part 3 on Relationships & Trust the best. I guess I shouldn’t have been so surprised on how important this is even the most cutthroat of environments. This section includes excellent information on framing meetings, sharing insights, pricing dynamics, dealing with procurement and walking away from bad business.

Patrick is a negotiation expert as evidenced by his excellent work “Unlocking Yes” so the coup de grâce is the final section where he shares 7 key strategies on win-win negotiation and other details from his previous work.

For me the book started good and just continued to get better. I learned much about a world I knew little of and found those lessons applicable to the enterprise sales world I live in today. I would recommend this book to anyone who seeks a complete overview of enterprise B2B sales and doubly so if you are in retail. Enjoy!

Technological innovation and low barriers to entry have made selling harder than ever before. The reason is simple; there are now too many sellers and not enough buyers. It's not enough to be good at selling, as salespeople must chase what Patrick calls “smart money”, and ensure they identify the opportunity and close the deal before anyone else.

Perpetual Hunger is a great book written as a series of short, actionable lessons. It empowers sales professionals to tackle the increasingly complex and systematic procurement processes designed to circumvent value and unbundle seller costs. The devil is in the detail, and the message is two-fold: find great customers and match them up with unique solutions, while selling long-term value and a positive ROI.

I liked that the chapters were supported by a series of 12 exercises that help the reader practice and internalize the techniques. In this regard, it is a valuable workbook and reference book to keep close at all times.

Perpetual Hunger teaches you to intelligently engage with, and manage, the modern-day buyer. It describes how the emotional state of superior sales prospectors is one where focus and persistence, backed by a high value and a unique offering, will win the day. I thought this book was an excellent example of how to address the prospecting and account churn needs of sales professionals, entrepreneurs and those in start-ups.

Complicated topic presented in a simple format. I am reading this book now for the second time. What I have found over the years is having a goal of reading 40 books a year is wonderful but if nothing sticks nothing changes. I am old school in a world of technology so I have embraced the technology but at the end of the day it is another tool in my sales toolbox. I realize that people are making a fortune teaching cold calling is dead but it's not What every sale person has to realize Patrick Tinney's book teaches us is it's not dead it has only grown with technology and evolved. This book teaches the sales person he has to approach sales differently today and with a plan. This book is really like a game book is to football. This book will be a classic to be added to your book collection.

Check This Book Out. Interesting book, great explanation of facts. Easy read I would recommend this book. Patrick Tinney has real world examples strategies proven to close deals. Build on your expertise, experience and then succeed in sales. Great book Buy it.

Covers All Aspects of Sales - Perfect for anyone trying to grow their brand. I have had the pleasure of meeting Patrick in person and having had multiple discussions with him since. I truly believe Patrick does care about helping sales professionals grow. Perpetual Hunger touches on all aspects of sales and is as great of a workbook as it is a sales book. The real life stories and examples are very useful. Pat is a true historian of sales and client relations. The biggest differentiation for me is the activity sections of the book, using my own situations, prospects and techniques has helped me grow as a sales professional. The only thing I wish the book focused more on was the actual cold calling and prospecting portion. I felt the chapters that focused on this could have used more examples or techniques. For example more answers or counters to prospects questions. Hopefully he writes another! I highly recommend the read.

Smarter, Faster, Better. If you're hungry for an educational experience that will help you drive more sales look no further. This concise, easy to read sales tool will provide you with lessons in which you can develop your own sales strategy. Define your target customer and develop your "point of difference" then learn the importance of goal setting and planning to sky rocket your sales to the next level. There are so many actionable lessons throughout this book that you can utilize immediately. Having been in the sales field all of my life and selling everything from greeting cards to Automobiles and insurance, I was still able to pick up many invaluable insights. Patrick Tinney, where have you been!! If you have been struggling with how to effectively and systematically prospect your next client, you have come to the right place. This guide is a culmination of years experiences from a seasoned sales professional and he's nailed it. Grab your high lighter and dive in you won't be disappointed! Don't leave your money on the table any longer and get hungry.

Sharpening your sales techniques 101! I recently read Mr. Tinney's latest book on sales techniques, Perpetual Hunger, which follows on the heels of his other must-read book on sales negotiations, 'Unlocking Yes'. This book is a great way for anyone in the sales game to sharpen their skills, whether you are a novice attempting to gain traction in your new vocation or a veteran in need of a review on how you approach your craft daily. Much the same as in golf, every now and again in sales it helps to step back and look at how you play the game, from your approach to your follow-through and all the steps in between. Perpetual Hunger gives you that review, great read!

Terrific book! Filled with a ton of strategies and ideas I will definitely apply.

Key Account Sales Mastery. A terrific and precise examination of the sales process. Being prepared and knowing how to be prepared separates the wheat from the chaff. Tinney will walk you through proven successful sales processes focusing in the realm of key account management. A great read!

This book is a great motivational reference! This book is a great motivational reference for getting out of one's shell and moving into the world on a daily basis. I recommend it for anyone challenged to get out and make connections leading to wealth creation through sales. While there is much out there in this genre, I took this book as a personal challenge to shake myself up and move ahead with new concepts and presenting them to my clients.

“…in today’s fast-moving world, you need to be perpetually hungry to be successful.
It’s a tough world…and a perpetual hunger – can help you succeed."

Perpetual Hunger: Sales Prospecting Lessons & Strategy moves the reader up a dozen or more notches. The difference between the two business books lies in the new one’s 217 pages setting out a virtual banquet of valuable information that anyone sincerely willing to work hard to achieve success in business (mostly business is about selling, whether products or ideas) will appreciate. As Pat Tinney calls selling, it’s all about prospecting for cash.

In writing a book to help people sell their ideas, services and products in the 21st century, Pat Tinney has succeeded admirably and, at the same time made learning about selling pleasurable and interesting.

If you're in sales in any role, an entrepreneur just starting out or a veteran you need this book in your Sales Library!! Imagine having a fireside chat with the Master Salesperson of your choice, as they walk you through their sales process from the initial pitch to the close and all the meat in between. If you are hungry and seeking those 'Whale Sized Accounts' then this is the book for you. Patrick Tinney takes you on a sales adventure during the 6 main parts of his book. The adventure is almost like having your sales mentor right there with you. Perpetual Hunger starts off with the philosophy behind "Perpetual Hunger" and walks you through 5 Key Questions, POD, how to build an amazing elevator pitch and gives you lessons to build on his philosophy. In Part 2, Patrick walks you through Exploration and Planning and teaches you how to carefully map out and plan your sales strategies with more exercises to keep you engaged and thorough during your execution. In Part 3 we learn how to build, maintain and excel in our sales relations and again more exercises to keep you constantly honing those skills. In Part 4 we learn new and exciting ways prepare the close, and go for the kill with even more exercises to keep you functioning at a high level during the close. In Part 5 we learn how manage the aftermath of the sale proposal presentation. In Part 6, Patrick uses techniques found in his sales classic book 'Unlocking Yes' to give you seven vital negotiation strategies to ensure the close.

This book teaches you how to research, prospect, pitch, start and build solid business relationships, how to navigate the food chain of that organization or individual, how to add killer value and guarantee a yes. Not only does this book teach you all of that and Patrick even includes great info on how to dine and entertain prospects, how to work a trade show and how to organize a golf outing.

I highly recommend this book written by legendary Canadian Corporate and Media Salesperson Patrick Tinney to anyone really truly looking to take their sales skills to extreme levels.

Patrick Tinney has done it again! This is a fantastic book and a must have if you are in sales or relationship selling. It is a hands on, easy to read and implement strategies and tactics to get your sales prospecting locked and loaded. Sales is really an art and it takes time to develop the habits and behaviours to really excel at selling. Perpetual Hunger gives you the tools for any business stage you are in. It allows you to use those tools as an entrepreneur, start-up or sales professional for any business, and for any industry.

If you are truly serious about selling, creating a relationship, and showcasing your brand, you want to read this book, and use it!

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