--- title: "Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94 | The Sales Blog" description: Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales – that constant drive to provide for their family, to be a success, and to be the trusted advisor who […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/ITA-patrick-tinney.jpg --- ### [Now booking SKO meetings for 2026/27! Learn more](https://www.thesalesblog.com/authority) [![Iannarino The Sales Blog](https://www.thesalesblog.com/hubfs/2021%20Website/Images/ai-logo-web.svg) ](https://www.thesalesblog.com) - WIN AT SALES - The Sales Environment - [ Sales is broken ](https://www.thesalesblog.com/sales-is-broken) - [ Modern sales ](https://www.thesalesblog.com/revenue-growth-blueprint) - Sales Resources - [ Blog ](https://www.thesalesblog.com/blog) - [ Podcast ](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) - [ Live Training Events ](https://events.thesalesblog.com) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### Live Training Events ### Upcoming training events & workshops [![Sales Accelerator Training](https://no-cache.hubspot.com/cta/default/2922376/cda2541c-e77c-44de-9752-0a68716d50e9.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/cda2541c-e77c-44de-9752-0a68716d50e9) ###### Online Training Platform ### Sales Accelerator [![Revenue Growth Blueprint](https://no-cache.hubspot.com/cta/default/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2913e6b-029b-4079-96bb-20e4ad251bc6) ###### #1 Resource ### Revenue Growth Blueprint - [ BLOG ](https://www.thesalesblog.com/blog) - [ SPEAKING ](https://www.thesalesblog.com/speaking) - SALES TRAINING - [ Sales Accelerator + Monthly Webinars Bundle ](https://www.thesalesblog.com/sales-training-events-bundle) - [ For Individual Reps ](https://www.thesalesblog.com/individuals) - [ For Teams ](https://www.thesalesblog.com/sales-accelerator) - [ Events & Other Programs ](https://events.thesalesblog.com) - [ Hire Anthony to Speak ](https://www.thesalesblog.com/speaking) - [ Modern Sales Methodologies for Enterprises ](https://www.thesalesblog.com/modern-sales-metholodogies) - [ EVENTS ](https://events.thesalesblog.com) - [ BOOKS ](https://www.thesalesblog.com/books) - [ ABOUT ](https://www.thesalesblog.com/anthony-iannarino) - [ CONTACT ](https://www.thesalesblog.com/contact) - Hit Sales Targets [![View Events](https://no-cache.hubspot.com/cta/default/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/b2e09c31-23bf-4ae9-b840-9ce632f62111) ###### LIVE TRAINING EVENTS ### Upcoming virtual training events & in-person workshops ###### Improve your win rates [![Speaking](https://no-cache.hubspot.com/cta/default/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/2a02e2ae-517f-42dc-a8db-40ef42615279) ###### Keynotes & Workshops ### Hire Anthony to Speak @ Your Event # Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94 ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) August 25, 2017 Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales – that constant drive to provide for their family, to be a success, and to be the trusted advisor who serves their customers well. Patrick’s newest book, “Perpetual Hunger” is the subject of our conversation. It’s a book that can serve you almost like a sales encyclopedia with easy-to-read chapters that are able to be immediately applied. You’ll get a great feel for what he covers in the book by listening to this episode of the podcast.   [Stoking Your Hunger to Win in the Sales Arena, with Patrick TinneyClick To Tweet**](https://twitter.com/share?text=Stoking+Your+%23Hunger+to+%23Win+in+the+%23Sales+Arena%2C+with+Patrick+Tinney+%40Centroideals&via=iannarino&url=https://thesalesblog.com/2017/08/25/stoking-hunger-win-sales-arena-patrick-tinney-episode-93/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Fear and adversity can contribute to your hunger in a positive way, or it can hold you back. You hear a lot these days about overcoming fears and adversity, but Patrick Tinney and I agree that both of those things can fuel your hunger if you know how to leverage them to your advantage. The saddest thing is to see a person with great potential who is saddled with their own fear to such an extent that they can’t push forward to the success that is possible. On this episode Patrick and I discuss the role adversity and fear can play in a positive way to stoke the hunger to win in sales, so be sure you listen. ## The truthful sales conversations happen when you are able to knock the chat off script. Every party involved in a sales conversation has their own agenda – a script of sorts they have prepared to direct the conversation in the direction they want it to go. But those scripts often prevent the conversation from getting to the real issues that are at stake, the real needs the clients have and the solutions you can offer. Patrick Tinney says whenever you can knock the conversation off that script you have the opportunity to hear the true needs of your prospect and are able to understand what your team can bring to the table. You’ll want to hear this part of our conversation – it’s well worth your time.   [The truthful sales conversations happen when you are able to knock the chat off script Click To Tweet**](https://twitter.com/share?text=The+truthful+%23sales+conversations+happen+when+you+are+able+to+knock+the+chat+off+script+%40Centroideals&via=iannarino&url=https://thesalesblog.com/2017/08/25/stoking-hunger-win-sales-arena-patrick-tinney-episode-93/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Why relationships win in every sales interaction. Your hunger to win as a sales professional can’t be about you primarily, even though the need to attain a certain level of personal success is always part of the equation. You need to focus more on the relationships that are the basis of trust between you and your customers. That’s what will give you success long term. In this conversation, Patrick Tinney shares a story from his own experience about an opportunity he had to build enormous trust with a client and how it came to serve him personally in the end. You won’t want to miss this powerful story. ## The first part of becoming a trusted advisor is trust. Don’t violate it. We’ve all heard the admonition to become a trusted advisor to our customers, and while it’s definitely the goal we want to be shooting for, it’s easy to forget that “trust” is the first part of that goal. The trust our customers have in us is only what we enable them to have – and that comes about through our integrity toward them. In his new book, “Perpetual Hunger” Patrick Tinney speaks to the role those kinds of trusting relationships play in accomplishing the success we all want, and how trust is a key element in it. I encourage you to listen to Patrick’s advice on this, you won’t regret it.   [The first part of becoming a trusted advisor is trust. Don’t violate it.Click To Tweet**](https://twitter.com/share?text=The+first+part+of+becoming+a+%23TrustedAdvisor+is+%23trust.+Don%E2%80%99t+violate+it+%40Centroideals&via=iannarino&url=https://thesalesblog.com/2017/08/25/stoking-hunger-win-sales-arena-patrick-tinney-episode-93/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare) ## Outline of this great episode - Patrick Tinney: Sales trainer, coach, and author. - What does it mean for a sales professional to be perpetually hungry and why aren’t people MORE hungry? - What makes for an exceptional sales prospector? - The higher value questions a sales pro should be asking. - Using your questions to help the prospect ask themselves value questions. - The concept of powerful scripting and unscripting. - Why relationships matter most: a story from Patrick’s experience. ## Resources & Links mentioned in this episode - [Patrick Tinney’s website](http://www.CentroidMarketing.com) - [The Hudson’s Bay Company](https://www.thebay.com/) - [Anthony’s newest book](http://www.TheLostArtOfClosing.com) 0993828418 0993828434 1531888984 The theme song “[Into the Arena](https://soundcloud.com/ohhushmusic/sets/songs-ive-written-produced)” is written and produced by Chris Sernel. You can find it on Soundcloud ## Connect with Anthony [Website](http://thesalesblog.com/) [Youtube](http://www.youtube.com/Iannarino) [Facebook](https://www.facebook.com/iannarino) [Twitter](https://twitter.com/iannarino) [LinkedIn](https://www.linkedin.com/in/iannarino) ## Tweets you can use to share this episode   [Fear and adversity can contribute to your hunger in a positive way, or it can hold you backClick To Tweet**](https://twitter.com/share?text=%23Fear+and+%23adversity+can+contribute+to+your+%23hunger+in+a+positive+way%2C+or+it+can+hold+you+back+%40Centroideals&via=iannarino&url=https://thesalesblog.com/2017/08/25/stoking-hunger-win-sales-arena-patrick-tinney-episode-93/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)   [Why relationships win in every sales interactionClick To Tweet**](https://twitter.com/share?text=Why+%23relationships+win+in+every+%23sales+interaction+%40Centroideals&via=iannarino&url=https://thesalesblog.com/2017/08/25/stoking-hunger-win-sales-arena-patrick-tinney-episode-93/?utm_source=twitter&utm_medium=social&utm_campaign=SocialWarfare)   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [The Anthony Iannarino Show](https://www.thesalesblog.com/blog/tag/the-anthony-iannarino-show) [2017](https://www.thesalesblog.com/blog/tag/2017) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 25, 2017 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2021-09-17T1:51:54 PM", "datePublished" : "2017-08-25 09:00:35", "description" : "Every sales professional says they have a hunger to win, but few truly conquer as top sellers. My guest on this episode says every sales professional must have a perpetual hunger to win in sales – that constant drive to provide for their family, to be a success, and to be the trusted advisor who […]", "headline" : "Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94", "image" : { "@type" : "ImageObject", "height" : 16, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/Image/favicon.ico", "width" : 16 }, "mainEntityOfPage" : { "@id" : "https://www.thesalesblog.com/blog/stoking-hunger-win-sales-arena-patrick-tinney-episode-93", "@type" : "WebPage" }, "name" : "Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 24, "url" : "https://f.hubspotusercontent20.net/hubfs/2922376/TSB/images/TSB%20Logo%20Dark.svg", "width" : 228 }, "name" : "The Sales Blog" } } ```