Shows
The Digital Download PodcastWhy Your Negotiation Tactics Are Leaving Money on the TableUncover the truth behind sales negotiation mistakes and learn strategies to avoid leaving money on the table in this episode of The Digital Download. Our conversation with negotiation expert Patrick Tinney breaks down what most professionals misunderstand about sales negotiation tactics and provides practical frameworks to improve your outcomes. Whether you consider yourself a negotiation pro or still feel like a novice, this episode brings a fresh perspective that moves beyond outdated haggling and bartering techniques.Learn about the common traps sellers fall into—like over-discounting under pressure or misunderstanding the buyer’s motivations—and hear actionable advice...
2025-09-2655 min
Negotiate AnythingThe Dangerous Lie About Win-Win Deals — Patrick Tinney Exposes the TruthStop chasing tactics — strategy is what wins big deals.
In this episode, Patrick Tinney reveals the truth behind successful negotiations: it’s not about clever tricks or aggressive tactics — it’s about strategy. From navigating high-stakes deals to mastering leverage and risk management, Patrick shares the secrets that have helped him close hundreds of millions of dollars in deals. You’ll learn why most people fail in negotiations, how to avoid the “split the difference” trap, and how to build trust without sacrificing profit. If you’ve ever wondered why some deals fail while others succeed, this episode will sho...
2025-05-1733 min
The D1Baseball PodcastB1G Baseball & Beyond: Big Ten Highlights, Kansas Jayhawks' Surge & More!In this episode of B1G Baseball and Beyond, hosts Burke Granger and Patrick Ebert dive into Midwest and Big Ten baseball action from this past weekend. They cover the impressive performances of the Kansas Jayhawks, the Big Ten's top teams like Iowa and Indiana, and notable players including Notre Dame's Carson Tinney. The duo also discusses tight races in the Missouri Valley, Big East, and Horizon leagues, providing insights into standout series and upcoming matchups. Burke and Patrick share their thoughts on key players and games to watch, including Washington's rise and the dominance of Wright State in...
2025-04-2355 min
The Pete Primeau ShowMeet Sales Gorilla - Patrick Tinney: Episode 220In this episode, we’re joined by Patrick Tinney, a seasoned sales expert and the CEO of Sales Gorilla. With over 30 years of experience and a track record brimming with success stories, Patrick is recognized as a preeminent authority in business negotiation and sales strategies. He has orchestrated multi-million dollar media sales and negotiation solutions for some of Canada’s largest advertisers. Patrick is also the author of four impactful sales books: Unlocking Yes: Sales Negotiation Lessons & Strategy, Perpetual Hunger: Sales Prospecting Lessons & Strategy, The Bonus Round: Corporate Lessons & Strategy, and Nothing Stops Me: Sales Success from Adversity.
2025-04-211h 03Negotiate AnythingPatrick Tinney: Build a Bridge of TrustWant to share your thoughts?Fill out our listener formRequest A Customized Workshop For Your CompanyIn this enlightening episode of Negotiate Anything, host Kwame Christian, Esq., M.A. sits down with Patrick Tinney to explore how strategic negotiation can grow the pie and create win-win scenarios for all parties involved. Patrick shares his remarkable journey from a young boy in the publishing world to a seasoned negotiation expert with a lifetime deal book worth hundreds of millions. He offers compelling insights into the importance of trust, minimizing risk...
2024-12-2135 min
The Negotiation ClubPositive Risk and Hidden Value: The Role of SWOT in NegotiationsIn Episode 17 of The Negotiation Club podcast, host Philip Brown is joined by seasoned negotiator and author Patrick Tinney. Together, they dive into the transformative power of SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) as a key tool for honing negotiation skills. Both Patrick and Philip emphasise that while many negotiators focus on tactics or processes, the ability to "strategically" apply SWOT principles can make a significant difference in how negotiations unfold.
Negotiation Card: "Positive Risk from SWOT"
Key Themes of the Episode:
SWOT as a Strategic Fou...
2024-10-2131 min
My Blog » lowe13`Download or Read PDF Unlocking Yes: Sales Negotiation Lessons & Strategy By Patrick Tinney on MacLink To Download : https://recomendedbook.com/?book=0993828418 To Download or Read Unlocking Yes: Sales Negotiation Lessons & Strategy by Patrick Tinney Available versions: EPUB, PDF, MOBI, DOC, Kindle, Audiobook, etc. Reading Unlocking Yes: Sales Negotiation Lessons & Strategy Download Unlocking Yes: Sales Negotiation Lessons & Strategy PDF/EBooks Unlocking Yes: Sales Negotiation Lessons & Strategy
2024-10-0500 min
Master NegotiatorsWhat Really Happens in Mediation: Experts Answer Reddit QuestionsIn this episode of "Master Negotiators Q&A," host Jean-Nicolas Reyt engages Patrick Tinney and Erin Gleason Alvares to answer negotiation questions from Reddit (r/negotiation)
GUESTS
▷ https://www.linkedin.com/in/patrick-tinney-903556145/
▷ https://www.linkedin.com/in/erin-gleason-alvarez/
PATRICK'S SBOOK
▷ https://www.amazon.ca/Unlocking-Yes-Revised-Negotiation-Strategy/dp/0993828450/
ABOUT
Master Negotiators Q&A features seasoned negotiators answering real-world questions from Reddit. Our negotiation experts provide concrete advice on a range of topics, from managing everyday conflicts to mastering complex business negotiations. This series is recorded as part of the Master Negotiators Live weekly stream, hosted by Jean-Nicolas Reyt, an associate professor of man...
2024-03-2926 min
Master NegotiatorsHow to Negotiate My Pay: Experts Share Their Best TipsIn this episode of "Master Negotiators Tactics," host Jean-Nicolas Reyt engages Patrick Tinney and Erin Gleason Alvares to role-play common negotiation scenarios.
SCENARIOS
▷ Negotiate a raise with your manager
▷ The other party is someone you dislike
GUESTS
▷ https://www.linkedin.com/in/patrick-tinney-903556145/
▷ https://www.linkedin.com/in/erin-gleason-alvarez/
PATRICK'S SBOOK
▷ https://www.amazon.ca/Unlocking-Yes-Revised-Negotiation-Strategy/dp/0993828450/
TAGS
Negotiation, Management, Leadership, Strategies, Tactics, Compensation, Communication, Conflict, Salary, Business, Performance, Raise, Job, Expertise, Lying, Trust, Skills, Resentment, Opportunities, Reward, Improv
ABOUT
Master Negotiators Tactics features seasoned negotiators role-playing common negotiation scenarios. Our negotiation experts provide concrete advice on a range of topics, fr...
2024-03-2922 min
Master NegotiatorsMaster Negotiators Spotlight: Erin Gleason Alvares & Patrick TinneyIn this episode of "Master Negotiators Spotlight," host Jean-Nicolas Reyt interviews negotiation experts Patrick Tinney and Erin Gleason Alvares.
GUESTS
▷ https://www.linkedin.com/in/patrick-tinney-903556145/
▷ https://www.linkedin.com/in/erin-gleason-alvarez/
PATRICK'sSBOOK
▷ https://www.amazon.ca/Unlocking-Yes-Revised-Negotiation-Strategy/dp/0993828450/
ABOUT
Master Negotiators Spotlight features negotiation experts from various fields. Our guests provide concrete advice on a range of topics, from managing everyday conflicts to mastering complex business negotiations. This series is recorded as part of the Master Negotiators Live weekly stream, hosted by Jean-Nicolas Reyt, an associate professor of management at McGill University.
LINKS
Web: https://masternegotiators.live
LinkedIn: https://www.li...
2024-03-2928 min
Empathy at the Table: Real Conversations with People who Negotiate Every DayEpisode 18: Patrick Tinney - The Rainmaker - It´s all about StrategyIn this episode, we delve into the essence of exceptional negotiation skills. Patrick, with his unique Irish Canadian heritage, recounts his journey from starting work at the tender age of 9 to becoming a celebrated author of several negotiation books. A vibrant and engaging personality, Patrick humorously intertwines his narrative with profound insights on strategy, tools, and techniques that can elevate your negotiation capabilities. Join us as Patrick shares the rich tapestry of experiences that shaped him into the master negotiator he is today, offering valuable lessons along the way.
Patrick's LinkedIn: https://www.linkedin...
2024-03-2633 min
The Sales EvangelistPatrick Tinney | The Biggest Mistakes Sellers Make When Negotiating Wanna know the secrets to mastering the art of sales negotiation? Once you learn them, you'll never go hungry again! But first, you must tune in to hear this episode of "The Sale Evangelist Podcast." Host Donald Kelly chats with Patrick Tinney, author and founder of Centroid Training & Marketing. They delve deep into the world of sales negotiation and strategic planning. Patrick also explains why these sales techniques are a lost art in the industry and the biggest mistakes most sellers make. Listen and discover how to become a better sales...
2024-03-1527 minNegotiate AnythingHow to Grow the Pie in Negotiations with Patrick TinneyRequest A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/In this episode, Patrick Tinney, Sales, and Negotiations Rainmaker, Trainer, Coach, and Author, discusses how to get the lion's share in difficult conversations in sales and negotiations.You'll learn:
Tactical vs. Strategic negotiations.
Filling the expectation gap.
Building a bridge of trust.
We discuss:
How to leverage.
People are a Rubix cube.
SWOT analysis in negotiations.
Profitless deals.
Follow Patrick Tinney on LinkedIn https://www.linkedin.c...
2024-01-1634 min
The Sales Strategist PodcastPatrick Tinney | Nothing Stops Me - An intimate Sales bookA few months ago I had the chance to meet and interview Patrick Tinney, trainer, coach, consultant and author of several sales books.At that time we talked about 'Unlocking Yes,' a book that Patrick published in 2015 (first edition) which is still one of the few books ever written on sales negotiation.Patrick has recently published 'Nothing Stops Me,' an extraordinarily intimate book on sales: unlike previous writings that focused on a specific topic, 'Nothing Stops Me' has a totally different structure.In the book Patrick opens himself to the reader talking...
2023-12-0756 minThe Sales Strategist Podcast (Italiano)Patrick Tinney | Nothing Stops Me - Un libro sulle vendite estremamente ‘intimo’Alcun mesi fa ho avuto l'occasione di conoscere ed intervistare Patrick Tinney, formatore, coach, consulente e autore di diversi libri sulle vendite.In quell'occasione parlammo di 'Unlocking Yes', un libro che Patrick ha completato nel 2015 (prima edizione) che è ancora oggi uno dei pochi libri mai scritti sulla negoziazione commerciale.Patrick ha da poco pubblicato 'Nothing Stops Me', un libro sulle vendite estramente intimo: a differenza degli scritti precedenti che si focalizzavano su un topic specifico 'Nothing Stops Me' ha una struttura totalmente diversa.Nel libro Patrick si apre totalmente al lettore raccontando la sua v...
2023-12-0756 min
Negotiations Ninja PodcastWhen Taking Risks Transforms Your Career, Throwback with Patrick TinneyHow do you differentiate yourself as a salesperson? Patrick Tinney believes taking risks might be the key to being an above average salesperson. Patrick shares the unusual way he built up his risk tolerance—and how it shaped his entire career—in this throwback episode of Negotiations Ninja.
2023-11-2328 min
The Pete Primeau ShowNothing Stops Me - Patrick Tinney: Episode 144In this compelling episode, Pete engages in an enlightening conversation with Patrick Tinney, the founder and Managing Partner of Centroid Training and Marketing. Patrick, a distinguished author with works including "Unlocking Yes: Sales Negotiation Lessons & Strategy," "Perpetual Hunger: Sales Prospecting Lessons & Strategy," and "The Bonus Round: Corporate Lessons & Strategy," draws from his 30-year career brimming with success stories. Having orchestrated multi-million dollar media sales and negotiation solutions for some of Canada's largest advertisers, Patrick Tinney is recognized as a preeminent authority in the realm of business negotiation, techniques, and trends. Listeners are invited to absorb Patrick's wealth of knowledge...
2023-11-061h 03
The Pete Primeau ShowUnlocking The Potential Of Your Comfort! Ask Pete Episode 142Key Takeaways from today’s Ask Pete Show:
💡 The Power of Free Sales Education: Discover how the abundance of free sales education resources, such as content from Patrick Tinney, Mark Hunter, and Victor Antonio, can help you enhance your selling skills and achieve outstanding results in your industry.
💡 Tap into the Group Collective: Learn about the extraordinary power of the Mattress Industry Network group and how passionate members, despite being competitors, willingly share their knowledge and experiences to help others succeed. Find out how you can be part of this incredible community.
2023-10-231h 02
K2 Sales Podcast(REPLAY) Negotiate Like a Champion, Patrick TinneyAs sales professionals, we unfortunately don’t have as many negotiation strategies in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, t...
2023-07-1852 min
Shane Ray ShowUnlocking Yes: 20 Years of Sales Negotiation Lessons & StrategiesWelcome to DealTalk, the live show where you learn the art and science of deal-making.In each episode, your hosts, JN Reyt and Shane Ray Martin guide you through a journey of discovery, providing valuable strategies, actionable tips, and real-life examples/stories to empower you in navigating any situation - whether it's closing a business deal or fostering healthy personal relationships.In this episode, Patrick Tinney, Shane and JN talk about how you can build more pipeline and close deals faster. Drawing from their combined expertise and experiences in sales, they will share insights, engage in...
2023-06-2949 minNegotiate AnythingHow to Grow the Pie in Negotiations with Patrick TinneyRequest A Customized Workshop For Your Company: https://www.americannegotiationinstitute.com/services/workshops/In this episode, Patrick Tinney, Sales, and Negotiations Rainmaker, Trainer, Coach, and Author, discusses how to get the lion's share in difficult conversations in sales and negotiations.You'll learn:
Tactical vs. Strategic negotiations.
Filling the expectation gap.
Building a bridge of trust.
We discuss:
How to leverage.
People are a Rubix cube.
SWOT analysis in negotiations.
Profitless deals.
Follow Patrick Tinney on LinkedIn https://www.linkedin.c...
2023-04-2833 minK2 Sales PodcastNegotiate Like a Champion, Patrick TinneyAs sales professionals, we unfortunately don’t have as many negotiation strategies in our tool belt as we would like. In some instances, we walk in unprepared, are being played by our prospect and only when we figure out what’s happening it’s too late.Tune in to my conversation with Patrick Tinney author of Unlocking Yes and Founder of Centroid Training and Marketing where he shares his Negotiation Strategies from his book and 30+ years of experience Get your pen and paper, take notes and prepare for your next round of negotiations. In saying that, th...
2023-02-2852 min
The Pete Primeau ShowNegotiating in 2023! With Patrick Tinney: Episode 107In this episode, Pete is joined with Patrick Tinney, a sales and negotiation expert with over 30 years of experience. Patrick is the founder of Centroid Training and Marketing and the author of three books on the topic of business negotiation. He has a wealth of knowledge on sales negotiation and has closed multi-million dollar deals for some of Canada's largest advertisers.
As one of Canada's most published authors on the subject, Patrick is sure to bring valuable insights and strategies to the show. Tune in to hear his expert perspective on the latest techniques and tr...
2023-02-2056 min
Sales Made EasyEp 53 | Patrick Tinney 3X Sales Author Extraordinaire Talks Sales With HarryRainmaker, 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...
2022-09-1355 min
Coffee with Craig and JamesCoffee with Craig and James Episode No. 114: Zayo Group, Telarus Partner SummitThe Coffee with Craig and James podcast is back with a pair of big interviews.
First up is Lynn Tinney, SVP of global partners at Zayo. The company has been making big strides in the channel as of late. She tackles industry trends and the company's recent M&A. Zayo has a message to share as it really bounces back in the channel.
Then, James details his travels to Salt Lake City for the Telarus Partner Summit. He got a chance to sit down with co-founder Patrick Oborn to talk about how the constantly evolving industry is impacting partners.
Of...
2022-08-191h 05
The Commission MissionValuing Yourself | Investing in Yourself | Positive Mindset | Positive Risk | S2E4Send us a textPatrick Tinney shares his years of experience and knowledge on the importance of a positive mindset in business. He explains how to frame situations and challenges in a positive way in order to achieve the results you desire. He also shares why its so important for new and struggling entrepreneurs to invest in themselves first. Lots of gold nuggets you don't want to miss!
2022-08-1137 minThe Sales Strategist PodcastPatrick Tinney | Sales Negotiation deserves more space in the training industrySales Negotiation deserves more space in the training industry.There are many books and resources on Negotiation, each with a different focus: Legal Negotiation, Hostage Negotiation, Purchase Negotiation... but there are only 3 on Sales Negotiation.Patrick Tinney is one of the few authors who delved into it in his book 'Unlocking Yes,' one of my favourite texts.Furthermore, he's one of the few who believes companies and people should invest more in the development of Sales Negotiation - because it is totally different from all others.I had a chance to...
2022-07-061h 11The Sales Strategist Podcast (Italiano)Patrick Tinney | La Negoziazione di Vendita ha bisogno di più considerazioneLa Negoziazione di Vendita ha bisogno di più considerazione.Esistono molti libri e risorse sulla Negoziazione, ognuna con un taglio diverso: Negoziazione Legale, Negoziazione di Ostaggi, Negoziazione di Acquisto... ma ne esistono soltanto 3 sulla Negoziazione di Vendita.Patrick Tinney è uno dei pochi autori che si è cimentato in questo compito nel suo libro 'Unlocking Yes', uno dei miei testi preferiti.Inoltre, è uno dei pochi che crede si debba investire di più nello sviluppo della Negoziazione di Vendita, perché totalmente diversa da tutte le altre.Ho avuto modo di intervistarlo, di parlare dei suoi libri...
2022-07-061h 11
The Pete Primeau ShowNegotiation Strategy Impact With Patrick Tinney: Episode 67Patrick Tinney is the author of three sales books 1) “Unlocking Yes The Revised Edition”(Negotiation) 2) “Perpetual Hunger” (Sales Prospecting) and 3) “The Bonus Round” (Consultative Selling)” and he is the Managing Partner of Centroid Training Systems.
👤 Connect with Patrick Tinney:
✅ https://www.centroidmarketing.com/
✅ https://www.centroidmarketing.com/about/
✅ Patrick@centroidmarketing.com
📖 “Bonus Round” by Patrick Tinney on Amazon: https://amzn.to/3uqMqv4
📖 “Unlocking Yes” by Patrick Tinney on Amazon: https://amzn.to/3jsHPlD
📖 “Perpetual Hunger” by Patrick Tinney on Amazon: https://amzn.to/3DZKfB
✅We ar...
2022-04-181h 09
What’s Your Problem? with Marsh Buice688. Sales Jamming with international author "Mr. Adversity," Patrick Tinney.Send us a textToday my friend and international author stopped by The Sales Life for a little sales jam. Three books in one episode. In this episode, you will learn: 3:48: Why do I call him Mr. Adversity. 9:45: Why being in an underdog position is a good thing. 21:00 Why stress is necessary for your life and how you can manipulate it to your advantage. 28:58 “Practice being under-whelmed.”35:48 “...
2022-04-111h 16Negotiations Ninja PodcastWhy You Need to Develop Positive Risk TolerancePat Tinney has been in sales and negotiation training for 14 years. Before that, he worked in Media Sales, Product Development, and Training and Sales Management at Southam Newspapers, Hollinger Newspapers, and Canwest Newspapers. What did he learn in 20+ years in sales? Sometimes you have to take risks to reap the rewards. Pat works with people looking for unique perspectives on sales, negotiations, and a way to be above average. In this episode of Negotiations Ninja, he shares how a positive risk tolerance was a game-changer for him. Outline of This Episode [3:03] Learn more about Pat Tinney [4:09] P...
2021-10-0429 min
What’s Your Problem? with Marsh Buice610. Greenify your sales game. “The Bonus Round” by Patrick TinneySend us a textGreen is a term for rookie salespeople, but it’s also the color of professional salespeople as well. What color is your sales career? Is it green or flexible or brown & crispy...or maybe it’s somewhere in between. Today we’re going to list 7 ways to fertilize your sales career with the help of Patrick Tinney’s new book, “The Bonus Round.”PS This is a great episode to listen and apply to any profession.mentioned in this episode #609. Check it out! Creating a mission instead...
2021-01-0515 min
amplifyamplify #30 - Library Ireland Week and Francis Heery on his project 'Animal Faith'This week's podcast marks the Library Association of Ireland's annual Library Ireland Week. CMC Library Coordinator Susan Brodigan talks about recent digitisation projects in CMC's library and selects some of the recordings that have been digitised. Also featured is a conversation with composer Francis Heery about his project ‘Animal Faith' which researches the intersections between bioacoustics and composition. Presented by Jonathan Grimes and Evonne Ferguson.Show NotesThrough the Digital Door: Library Ireland Week 2020Heritage Council/An Chomhairle Oidhreachta Community Heritage grant has been awarded to CMCFrancis Heeryfrancisheery.comCMC composer pageMusicFrancis Heery...
2020-12-0235 min
CMCIrelandDennehy: Pluck, Stroke and HammerExcerpt of an archival recording of Donnacha Dennehy's Pluck, Stroke and Hammer, including an excerpt of an introduction by the composer.
Recorded in St Patrick's Hall in Dublin Castle in 1997 and performed Vanbrugh Quartet and Hugh Tinney (piano).
This recording was digitised in 2020 with thanks to funds from The Heritage Council.
2020-11-2700 min
Breaking B2B - SaaS Marketing and B2B Marketing Podcast#077 Why Negotiation Is Crucial For Business 🗣 - Patrick TinneyUsing Negotiation To Grow Your Business & Sales!
Patrick Tinney, Author, sales and negotiations expert, joins me for Sam's Business Growth Show.
Patrick is the founder and Managing Partner of Centroid Training and Marketing. He is one of the most published authors on business negotiations in Canada.
Over his 30 year career, Patrick has concluded multimillion dollar media sales and negotiation solutions for many of Canada’s largest advertisers.
In this episode we have good chat through:
👉 Actionable negotiation tips you can utilise from today to win more business.
👉 Patrick's story and lessons learnt.
👉 How good think we are at negotiation versus how good we...
2020-09-2043 min
The Intentional Encourager PodcastEpisode 37 The Intentional Encouragement Roundtable Series with Patrick Tinney and Marsh BuiceThis is the Premier episode of The Intentional Encouragement Roundtable Series that brings multiple voices together to bring more Intentional Encouragement. In this episode, the author of the new book, The Bonus Round, Patrick Tinney and the host of the daily podcast, The Sales Life, Marsh Buice join Brian Sexton to talk about selling in a Global recession; overcoming challenges; developing the mindset needed to win and their own unique Intentional Encouragement.
Find Patrick on LinkedIn at: linkedin.com/in/patrick-tinney-903556145/
Find Marsh on LinkedIn at: https://www.linkedin.com/in/marsh-buice-1301ab23/ and...
2020-09-0933 minThe Intentional Encourager PodcastEpisode 29 Author and Sales Coach Patrick TinneyAuthor of "Perpetual Hunger," "Unlocking YES!" and "The Bonus Round" and Sales Coach Patrick Tinney joins this fun-filled episode. Pat talks about the greatest lesson he learned on giving and why he's a giver; as a kid why he always looked down; the importance of thinking bigger and being your own best friend.
2020-08-0548 min
Colly Graham - salesxcellenceColly Graham talks with Patrick TinneyIn this episode I talk with Patrick Tinney best selling author of Unlocking Yes and Perpetual Hunger. Patrick has the knack of breaking down the essential skills of negotiating and sales prospecting which will ensure success for any sales people who picks up these books. Listen to hear Patrick talk about his forthcoming book, Bonus Sales. Patrick is the Founder and Managing Partner of Centroid Training and Marketing.
2020-07-2458 min
What’s Your Problem? with Marsh Buice560. "Be creative when weak"Send us a textToday we're jumping into Chapter 38 of my friend Patrick Tinney's book, "Unlocking YES. Sales Negotiation and Strategy."When you find yourself in weak moments, whether you're running out of month, options, or just getting run over by a customer, your position may feel weak, but you can still act creatively. If you've been in sales longer than 30 minutes, you realize just how quick your circumstances can change. In those times, using a few of Tinney's techniques, you can win again-even when playing with a weak hand. Connect to...
2020-07-2213 minNegotiations Ninja PodcastThe Importance of Negotiation PreparationPlanning in negotiation is a crucial element that we may often forget the importance of. Today’s guest—Paul Watts—believes planning is THE single most important element of a negotiation. He notes that 80% of success comes from extensive planning. In this episode of Negotiations Ninja, Paul and I talk about negotiation through the lens of a salesperson, the cost of inaction, and techniques to improve your negotiation skills. Paul Watts is a Sales Performance Coach with Base Over Apex and host of the ‘Sales Reinvented’ podcast. His mission is to change the negative perception of salespeople and make se...
2020-04-2033 min
Sales Gravy: Jeb BlountUnlocking Yes: Becoming A More Effective Sales NegotiatorIn part four of this impactful conversation on sales negotiation strategies and tactics, Jeb Blount and Patrick Tinney help you become a more effective negotiator.
2019-12-1915 minSales Gravy: Jeb BlountUnlocking Yes: Sales Negotiation Techniques and TacticsJeb Blount and Patrick Tinney continue their conversation on sales negotiation and examine specific sales negotiation techniques and tactics.
2019-12-1918 minSales Gravy: Jeb BlountUnlocking Yes: Sales Negotiation StrategiesIn Part Two of Unlocking Yes, Jeb Blount and Patrick Tinney dive deeper into strategies that will help you become a better, more effective negotiator.
2019-12-1919 minSales Gravy: Jeb BlountUnlocking Yes: The Essential Skills of Sales NegotiationEvery sales professional must negotiate at some point in the sales process. This is Part One of a conversation with Patrick Tinney, negotiation expert and author of Unlocking Yes.
2019-12-1917 min
Negotiations Ninja PodcastNegotiation Strategy and QuestionsOften, the key differentiating factor between an unsuccessful negotiation and a successful one is the strategy behind it. And that's what Patrick Tinney (Founder of Centroid Training and Marketing) and I talk about on today's show. Pat's firm helps organizations make money through consultative selling, prospecting and negotiation training. He is frequently published online and has written two books “Unlocking Yes” and "Perpetual Hunger”. ALL SHOW NOTES AND LINKS AT: negotiations.ninja/podcast
2018-06-2540 min