PDF Download Unlocking Yes: Sales Negotiation Lessons & Strategy
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Unlocking Yes: Sales Negotiation Lessons & Strategy
PDF Download Unlocking Yes: Sales Negotiation Lessons & Strategy
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Review
"In Unlocking Yes: Sales Negotiation Lessons & Strategy, Patrick Tinney shares a rich combination of key negotiation principles and professional stories drawn from his own and his colleagues' experience as veteran sales experts. As a negotiation professor, I was glad to have the chance to read it. Unlocking Yes is fairly unique in the way it focuses on the connections between the two critical business skills of sales and negotiation. I've met many who feel lacking in both subjects, and I'm glad to know that Unlocking Yes is written with them in mind. The book can reassure and help many of them. Unlocking Yes succinctly reviews key principles of negotiation in an easy-to-read format - principles that are central to the field and that can make a big difference for anyone. It also offers a number of noteworthy ideas about the selling process, rightly emphasizing relationship building, listening, preparation, and even connecting that work with other business concepts such as SWOT analysis is accretive. The book's stories add color and subtleties to these principles. For example, to illustrate the importance of negotiation relationships, Tinney recounts a powerful story about going out of his way to do right by a client. The client so appreciated his consideration that years later when he faced layoffs at his firm, the client offered to help him find another job. 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." Prof. Seth Freeman - Negotiation & Conflict Management, NYU Stern School of Business, Columbia University "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
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About the Author
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.
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Product details
Paperback: 196 pages
Publisher: Patrick Tinney (April 23, 2015)
Language: English
ISBN-10: 0993828418
ISBN-13: 978-0993828416
Product Dimensions:
6 x 0.5 x 9 inches
Shipping Weight: 12.6 ounces (View shipping rates and policies)
Average Customer Review:
4.9 out of 5 stars
31 customer reviews
Amazon Best Sellers Rank:
#716,500 in Books (See Top 100 in Books)
I recently had a closing meeting where my client and I would be negotiating deal points. I had some lead time so I took the opportunity to pick up Patrick Tinney's book on negotiating Unlocking Yes: Sales Negotiation Lessons & Strategy and I am very glad I did. What I found in Tinney's book is 50 short and easily digestible lessons that I could easily put into action.Unlocking Yes covers the entire spectrum of negotiation with alacrity. There is a complete framework here. I enjoy books that are high on actionable content and low on wordy exposition and Tinney's book is both of these. Each lesson is concise and specific and the work throughout is loaded punchy lists that make the lessons easy to apply in real life.I always have a bit of trepidation when picking up a book such as this because there is a whole breed of sales and negotiation books that operate from a combative win-lose mindset. I am happy to report that such is not the case with Unlocking Yes. What you'll find here is strategies firmly rooted in a win-win philosophy that is based on maintaining long-term relationships and trust. It's not about winning at any cost and this resonated with me. There are no gimmicks, tricks or hacks. Instead there is preparation, trust and mindful strategy.I very much enjoy Tinney's writing style which is brief and to the point. It's extremely accessible. The stories are short, illustrative and always make their point. (and they don't always end happily for the negotiator) The density of information is quite high and I used up two highlighers reading it.Most books on negotiation focus exclusively on negotiating and can sometimes become abstract. In contrast, Tinney has accomplished something special in this book - he has combined sales and negotiating into a single work that makes it extremely valuable for those of us in the sales profession.Many individuals have too few opportunities to negotiate to ever master their negotiation skills. Unlocking Yes allows us to draw on Tinney's years of experience and synthesize our own. Unlocking Yes is such an easy read with such valuable implications that I would argue that for those that negotiate with clients (and especially for those in high-stakes negotiations), reading and applying Unlocking Yes may very well be the best use of their time. I highly recommend it.
I just finished reading this book by Patrick Tinney and and several things stuck out. First is the short, tight chapters, I was able to dig into the book fast and get insights without getting lost in a lot of other unnecessary information. Thrree chapters stuck out to me. Chapter 7, and the 4 powerful words in negotiating. Chapter 11 and the list of questions, these are gold and everyone needs to review these questions before entering into a negotiation. Chapter 19 and the idea of doing a SWOT on the customer you're about to negotiate with. This is not a new concept but the author lays it out in a way that it is easy to do.The book is clearly well worth reading as the ideas you will gain will give you a massive payout.
I went back for this one after reading the author's book on prospecting (Perpetual Hunger). Reading the two within months of each other, I was struck by similarities in formatting and content. These two books are best read together because they re-affirm and extend from each other. You can't get too much of a good thing.The problem with most books about negotiating is that they are written about and for professional negotiators. This book meets three common needs that most don't. First, as presented here, negotiating is part of (not instead of) relationships with buyers. Second, the author includes some critical fundamentals that are often glossed over in other works. Third, the author addresses what it feels like to be thrust into a negotiating situation. He offers practical advice for things like dealing with stress and getting through moments when your confidence wanes.I also found the historic stories here to be a nice departure from sales-only examples. After all, the lessons and strategies for negotiating can be used in any setting and for any purpose. I highly recommend this book for any one who wants tools for making better deals.
"I was totally blown away by your book Unlocking Yes. It shows an incredible depth of knowledge and experience coupled with strategies that are truly meaningful and valuable in sales negotiation. Incredibly well written, easy to read, and invaluable."
In this useful book, Patrick Tinney brings the art of negotiation out of the back room and into the light. Unlocking Yes is a surprisingly light read for something so insightful. Unlike other books I've read on the subject, it is not an academic treatise, nor does it offer a self-serving winner-take-all philosophy. It is a practical, workable, learnable guide to getting the best—and giving the best—in negotiations of all kinds. Although its focus is on sales, I believe its lessons are applicable far more broadly. Tinney understands that negotiation is a life skill, not simply a business skill.I've read perhaps a dozen books on negotiation and none is as clear, as concise, or as useful as this. Tinney provides a kind of negotiator's checklist (my words, not his) that can guide you through the basics and the not-so-basics in virtually any situation that requires you to understand and weigh the interests of another—whether in business or around the family table— and balance them with your own in order to produce an optimum result for both of you.If you want to negotiate for better shared outcomes, this book is for you.
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