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Effective Negotiation Techniques for Sales Professionals
Episode 27: Effective Negotiation Techniques for Sales Professionals with Todd Caponi
Our guest today is a long-time associate of mine, Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. A self-proclaimed sales nerd, Caponi is passionate and deeply knowledgeable about the behavioral science behind the buying brain, and in this episode we delve into the concept of transparent negotiation. We talk about creating a foundational structure for sales leaders to scale revenue capacity while building trust and honestly aligned win-win situations. He is a huge proponent for ditching the complex (and often underhanded) sales techniques that give the industry such a bad rap, and talks us through why transparency is the single best way to speeds sale cycles and improve win rates. This creates a collaborative rather than confrontational situation in your sales pursuit and actually helps you save time by losing the deals you're going to lose anyway. If you have literally any questions about sales, Caponi's is the brain to pick, and today we get some incredible advice and wisdom from, literally, one of the top sales leaders in the industry today. Press play now to listen in on this exceptional conversation!
Key Points From This Episode:
Talking about how Caponi got into sales, and the life-changing data that inspired his book.
Sales evolving into a life passion, and his desire to use it for good, not evil.
The huge power that comes from embracing transparency to disarm the buying brain.
Should sales be taught at universities?
Some fascinating history about the image of sales and the American identity.
Caponi's super interesting take on what's gotten better, and worse, in the industry.
Discussing scaling and technology and where it's gotten us.
Is negotiation part of the sales cycle?
The funny, and accidental, genesis of Caponi's transparent negotiation tactic.
Transparency means building trust at the goal line, rather than eroding it.
Caponi gives a host of personal experiences in creating collaborative win-wins during negotiation.
Discussing the 4 levers, and keeping it simple and mutually aligned.
Tweetables:
“Transparency sells better than perfection.” — @tcaponi [0:03:58]
“I'm reading the subject line plus the first
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By Sales SamuraiEpisode 27: Effective Negotiation Techniques for Sales Professionals with Todd Caponi
Our guest today is a long-time associate of mine, Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results. A self-proclaimed sales nerd, Caponi is passionate and deeply knowledgeable about the behavioral science behind the buying brain, and in this episode we delve into the concept of transparent negotiation. We talk about creating a foundational structure for sales leaders to scale revenue capacity while building trust and honestly aligned win-win situations. He is a huge proponent for ditching the complex (and often underhanded) sales techniques that give the industry such a bad rap, and talks us through why transparency is the single best way to speeds sale cycles and improve win rates. This creates a collaborative rather than confrontational situation in your sales pursuit and actually helps you save time by losing the deals you're going to lose anyway. If you have literally any questions about sales, Caponi's is the brain to pick, and today we get some incredible advice and wisdom from, literally, one of the top sales leaders in the industry today. Press play now to listen in on this exceptional conversation!
Key Points From This Episode:
Talking about how Caponi got into sales, and the life-changing data that inspired his book.
Sales evolving into a life passion, and his desire to use it for good, not evil.
The huge power that comes from embracing transparency to disarm the buying brain.
Should sales be taught at universities?
Some fascinating history about the image of sales and the American identity.
Caponi's super interesting take on what's gotten better, and worse, in the industry.
Discussing scaling and technology and where it's gotten us.
Is negotiation part of the sales cycle?
The funny, and accidental, genesis of Caponi's transparent negotiation tactic.
Transparency means building trust at the goal line, rather than eroding it.
Caponi gives a host of personal experiences in creating collaborative win-wins during negotiation.
Discussing the 4 levers, and keeping it simple and mutually aligned.
Tweetables:
“Transparency sells better than perfection.” — @tcaponi [0:03:58]
“I'm reading the subject line plus the first