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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.
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Unlocking Yes - Revised Edition, Patrick Tinney
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- Année de publication
- 2018
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