The Influential Communicator

[EP.95] The Art of Transparent Negotiation with Todd Caponi

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The Art of Transparent Negotiation with Todd Caponi:

In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics. 


The truth is, negotiation isn't just about crunching numbers and closing deals. 


It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties. 


Enter the legendary Todd Caponi.


In this week’s episode, he’s here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability.


It's time to shed the mask and embrace the power of transparent communication.


Let’s go!


WHAT WE DISCUSS:
  • [1:18] - Who is Todd Caponi?
  • [8:46] - Todd’s greatest mentor
  • [11:58] - Why people struggle to discuss pricing with confidence and conviction
  • [17:13] - The inner work that sellers should do early on in their career
  • [20:29] - How Todd approached failures in his career
  • [22:18] - The difference between sympathy and empathy
  • [26:44] - The levers that drive the pricing models of every company
  • [31:55] - How to overcome self-doubt from past failures
  • [45:16] - Using references as a tool to effectively tell your story
  • [51:38] - An influential communicator Todd looks up to today

    • NOTABLE QUOTES: 
    • [15:20] - “Confidence is contagious.” - Todd Caponi
    • [16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani


      • USEFUL RESOURCES & LINKS:

      Todd Caponi’s Website: https://toddcaponi.com/

      Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi

      Follow Todd on X: https://twitter.com/tcaponi

      Follow Todd on Instagram: https://www.instagram.com/tcaponi/


      Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast

      Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/


      ADDITIONAL RESOURCES:


      [FREE SCRIPT]

      Discover how to craft a magnetic 45-second elevator story:

      https://www.theravirajani.com/yourelevatorstory

      Hire Ravi for a keynote or storyselling workshop for your sales team:

      https://www.theravirajani.com/speaking

      Join The Influential Communicator Newsletter:

      https://theinfluentialcommunicator.ck.page/newsletter

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      The Influential CommunicatorBy Ravi Rajani
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