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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.
Nákup knihy
Unlocking Yes - Revised Edition, Patrick Tinney
- Jazyk
- Rok vydania
- 2018
- product-detail.submit-box.info.binding
- (mäkká)
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- Titul
- Unlocking Yes - Revised Edition
- Podtitul
- Sales Negotiation Lessons & Strategy
- Jazyk
- anglicky
- Autori
- Patrick Tinney
- Vydavateľ
- Centroid Publishing
- Rok vydania
- 2018
- Väzba
- mäkká
- Počet strán
- 208
- ISBN13
- 9780993828454
- Kategórie
- Podnikanie a ekonómia
- Anotácia
- 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.