Uncover the truth behind sales negotiation mistakes and learn strategies to avoid leaving money on the table in this episode of The Digital Download. Our conversation with negotiation expert Patrick Tinney breaks down what most professionals misunderstand about sales negotiation tactics and provides practical frameworks to improve your outcomes. Whether you consider yourself a negotiation pro or still feel like a novice, this episode brings a fresh perspective that moves beyond outdated haggling and bartering techniques.

Learn about the common traps sellers fall into—like over-discounting under pressure or misunderstanding the buyer’s motivations—and hear actionable advice on how to slow down negotiations, identify executive-level signals, and protect your margin. Patrick reveals why understanding the different types of negotiation (from bartering to mediation to sales negotiation) can keep you prepared for even the toughest buyer tactics. You’ll get practical tips on risk management, relationship-building, and how to walk away from a deal with confidence and peace of mind.

Whether you’re managing multimillion-dollar deals or trying to close a critical contract, the insights in this podcast will help you elevate your negotiation skills and avoid costly missteps. Gain a deeper understanding of buyer psychology and master the art of sales negotiation with techniques designed to help you achieve a fair deal without feeling pressured.

Listen for practical advice and wise anecdotes, plus a special look at Patrick’s Sales Guerrilla resource library, designed to give sellers the knowledge and confidence to negotiate at any level. If you’re ready to rethink your approach and improve your negotiation outcomes, this episode delivers the tools and mindset you need.

Highlights -

10:17 Misunderstanding Negotiation's True Scope

14:30 Sharp Negotiation Philosophy Blueprint

28:58 Negotiation Insights: Good Cop Technique

38:49 "Price Negotiation Chaos"

50:01 "Unlocking Vista with Sales-Gorilla"

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