How to close more deals by being transparent with Todd Caponi

How can being more transparent, leading with your imperfections help you close more deals
and quicker?

Have you heard of the term “flawsome”? Embrace and lead with your flaws, seems
counterintuitive and for most uncomfortable.

The irony is people connect with your imperfections, not your perfections.

As sales professionals, most of us were trained to deliver value first and then price.

Todd shares the role neuroscience plays in the buyer’s behaviour, he compares empathy and sympathy and shares how transparency has helped him professionally as well as many others.
Join us to see how you can close more deals, qualify out and build trust quicker while
controlling your message.

Show notes:
[2:25] What lead Todd to write The Transparency Sale

[9:10] Consensus buying

[12:28] Corporate Executive Study, buying group spends 39% of time speaking with sales
people, 61% of time is doing their homework. We can shrink this by lead with flaws

[15:51] How do sales leaders break their traditional approach of withholding information and
leading with transparency “If the truth won’t sell it, don’t sell it”

[21:22] How to get good at qualification? 4 metrics towards results. 1) number of qualified
opportunities 2) how big 3) how many you win 4) how fast

[23:53] Control the message

[24:30] Embrace the loss, losses are wins if you do it right

[32:04] How we can sales leaders prevent a revolving door with their sales team

[33:47] Empathy vs sympathy

[35:52] Message for leaders, are you able to share what your teams work means to you and the overall company? people want to know they matter. Walking a mile in your rep’s shoes

[41:16] How to embrace vulnerability as a leader

[45:39] What is “flawsome”?

[47:28] Where in the sales process do you start sharing your flaws / Imperfections?
82-85% are going to negative reviews first, start early on, disarm and lead with it

[48:20] Limbic filter

[51:10] How important is it for sales people to understand their why and their clients why?
Do you take time to understand their current state first, educate them, bring ideas and help
them achieve more than even they thought they could? Instead of leading with your solution
lead to your solution.

[56:19] Risks of leading with logic and data

[63:02] 3 things you can start doing immediately to start leading with transparency

Connect with Guest:
https://www.linkedin.com/in/toddcaponi/

Transparencysale.com
https://www.youtube.com/channel/UCV2-_wG43G5h7MhEjmOjF_w

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