Patrick Tinney Knihy

The corporate sales environment is likened to a competitive sports arena, where only the most skilled individuals thrive. It draws talented individuals across various age groups, emphasizing qualities such as practice, focus, persistence, and resilience. Success in this field leads to significant rewards, akin to trophies and substantial bonuses, highlighting the high stakes and excitement of corporate selling. This unique landscape combines the challenges of business with the thrill of athletic competition, making it an engaging and dynamic arena for sales professionals.

Focusing on the essential role of sales prospecting, this book emphasizes its importance for business growth and managing account turnover. It highlights how prospecting serves as the foundation for consultative selling and sales negotiation, illustrating the interconnectedness of these three disciplines. In a competitive global market, the text underscores that no business can claim ownership over its clients, making effective prospecting crucial for sustained success.

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.

Unlocking Yes: Sales Negotiation Lessons & Strategy specifically addresses the negotiation needs of sales professionals. Using real life examples, learn how to engage professional buyers who are well-schooled in procurement and negotiation practices and bring relationship-based selling to profitable closures. Owning Unlocking Yes gives readers access to sales negotiation success stories and is truthful in the hard lessons learned when things went wrong. Familiarize yourself with examples of 12 negotiation strategies sophisticated buyers use on professional sellers along with tips to navigate these bargaining strategies. Unlocking Yes is current, relevant and adds value to any sales organization or individuals making large purchases because it is philosophically results based.