The future of sales is radically transparent. Are you ready for it?
Today, anyone buying anything relies on reviews and feedback shared
by strangers and often trust those anonymously posted experiences
more than the claims made by the providers of the products or
services themselves. They expect to see the full picture and find
out all of the pros and cons before making any purchase. And the
larger the purchase, the greater the demand for transparency. What
if the key to selling was to do exactly the opposite of what most
sales courses tell you to do? 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 makes competing
with you almost impossible. Leveraging transparency and
vulnerability in your presentations and your negotiations leads to
faster buyer consensus, larger deals, faster payments, longer
commitments and more predictable sales forecasts.In this
groundbreaking book, award winning sales leader Todd Caponi will
reveal his hard-earned secrets for engaging potential buyers with
unexpected honesty and understanding the buying brain to get the
deal you want, while delighting your customer with the experience.
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