The Transparency Sale with Todd Caponi
Todd Caponi, the author of “THE TRANSPARENCY SALE: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results” joins Enterprise Radio.
Listen to host Eric Dye & guest Todd Caponi discuss the following:
- How are reviews and feedback changing selling?
- What does it mean for a company to “sell with transparency of its flaws”?
- Can you provide some examples of companies that sell with flaw transparency?
- Can you apply this same theory to other parts of business/life?
TIP: Be transparent. It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and make competing with you almost impossible. 82% of consumers specifically seek out negative reviews when making a purchase. Why not engage buyers with unexpected honesty?
TODD CAPONI is the author of THE TRANSPARENCY SALE: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results (IdeaPress).
He is an award-winning sales leader with a passion for all things sales methodology, learning theory, and decision science. His expertise is in building the revenue capacity of technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B. He is a winner of an American Business “Stevie” Award for VP of WW Sales of the Year, and is also a former owner/operator of a sales training and consulting company.
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