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The book emphasizes the integral relationship between sales negotiation and consultative selling, highlighting the importance of building long-term, trusted business relationships. It introduces the concept of "armor-piercing questions," which serve as a constructive tool for clarifying positions during negotiations. These questions are framed as positive risks that can enhance understanding and facilitate more effective bargaining.
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Unlocking Yes - Revised Edition, Patrick Tinney
- Language
- Released
- 2018
- product-detail.submit-box.info.binding
- (Paperback)
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- Title
- Unlocking Yes - Revised Edition
- Subtitle
- Sales Negotiation Lessons & Strategy
- Language
- English
- Authors
- Patrick Tinney
- Publisher
- Centroid Publishing
- Released
- 2018
- Format
- Paperback
- Pages
- 208
- ISBN13
- 9780993828454
- Category
- Business and Economics
- Description
- The book emphasizes the integral relationship between sales negotiation and consultative selling, highlighting the importance of building long-term, trusted business relationships. It introduces the concept of "armor-piercing questions," which serve as a constructive tool for clarifying positions during negotiations. These questions are framed as positive risks that can enhance understanding and facilitate more effective bargaining.