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The Sales Evangelist

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 Sales 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 negotiator in this episode. Also, don’t forget to grab your copy of Patric Tinney’s books down below. He shares a world of sales knowledge within this episode and his books!

Patrick Tinney’s Background

  • Patrick is the author of four books. The one he shares and discusses within the episode is “Unlocking Yes: The Revised Edition.”
  • He was among the first to write a sales negotiation book after Brian Tracy. Only a select few are brave enough to share their knowledge of sales negotiation. This is due to its complexity; you need the right experience to teach others. 

Common Mistakes and Challenges in Sales Negotiation

  • Partick discusses how, in the Far East, people live for negotiation. However, in North America, people prefer to avoid the negotiation process and find it uncomfortable.
  • He also shares how some sellers are afraid to make mistakes during negotiations. But you shouldn’t let this stop you from trying to negotiate. 
  • In the world of business, mistakes are bound to happen. It’s also the best way to learn the sales negotiation process.
  • Another mistake Partick finds is how most sellers hammer their potential buyers into decisions. They are always rushing to make deals, which is a huge mistake. It’s better to wait it out, and he shares why in the episode.

Becoming a Better Strategic Planner Negotiator

  • Patrick shares why more sellers need to consider SWAT analysis and business cases.
  • He discusses why this is important and how it can make everything easier for professional buyers.
  • Patrick debunks the myth that using the SWAT analysis is useless. He discusses how sellers can leverage their threats and weaknesses to become better negotiators.
  • Patrick shares his sales philosophy of becoming a better strategic planner. It’s to remove negative risks and replace them with positive ones. 
  • His last advice is to think about what a great deal looks like at the end of the sales process.

This episode is a must-listen for those struggling with sales negotiation and strategic planning. You’ll discover invaluable advice from Patrick’s knowledge within the sales world.

Tune in to hear this insightful chat with host Donald Kelly and special guest Patrick Tinney!


Centroid Training & Marketing

Patrick Tinney on LinkedIn

Unlocking Yes – Revised Edition: Sales Negotiation Lessons & Strategy

Perpetual Hunger: Sales Prospecting Lessons & Strategy

Nothing Stops Me: Sales Success from Adversity

The Bonus Round: Corporate Sales Lessons & Strategy

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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