As 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, there are some things that don’t require preparation, they require being a good person. Patrick mentions the importance of  integrity, the desire to build trust, be honest and admit when you make a mistake, these fundamentals are game changers.00:45 Introduction01:04 Introducing Patrink Tinney03:15 Reflection: Questions to Ask04:55 Welcoming Patrick05:34 How Did You Get Into Sales and Marketing (Negotiations)08:47 Internal Process and Buyer's Journey11:22 Taking Back Your Power14:00 Cost Models20:35 Seller vs. Buyer: "Don't Get Beat Up by "Tim"25:07 Making It Easy For the Buyer + "Unlocking Yes"30:30 Building Trust into Your Negotiations37:30 Preparation, Negotiation, and Challenges: Understanding Economics of Communities40:30 Inviting Your Prospect: The Big Picture48:20 You Already Have the Keys51:00 ExecutionFor more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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