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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.
Buchkauf
Unlocking Yes - Revised Edition, Patrick Tinney
- Sprache
- Erscheinungsdatum
- 2018
- product-detail.submit-box.info.binding
- (Paperback)
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- Titel
- Unlocking Yes - Revised Edition
- Untertitel
- Sales Negotiation Lessons & Strategy
- Sprache
- Englisch
- Autor*innen
- Patrick Tinney
- Verlag
- Centroid Publishing
- Erscheinungsdatum
- 2018
- Einband
- Paperback
- Seitenzahl
- 208
- ISBN13
- 9780993828454
- Kategorie
- Wirtschaft
- Beschreibung
- 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.