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Todd Caponi - Unexpected Honesty Drives Results
Sales Today
English - January 19, 2022 14:05 - 42 minutes - 36.7 MBBusiness Education emotionalintelligence personalbranding b2b bdm coldcalling complexsales consultativeselling enterprisesales negotiation presentationskills Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: Harry & Larry Series: Leading
Next Episode: Rob Geraghty - Virtual Presentation
Todd is a Transpaerncy Nerd, Sales & Science Amalgamator and a Sales Historian so this conversation had plenty of potential... which it certainly fulfilled.
After discussing how much of the modern thinking about selling isn't really that new, the talk turned to 'leading with a flaw'.
Behavioural science shows that we can reduce the brain's resistance to ideas by proactively discussing the things we aren't so good at.
The opposite of pretending to be perfect and what many would think sales is all about.
Managing expectations and helping customers make the right decision is at the heart of collaboration.
What can you be more honest about with customers?
Learn more at https://linktr.ee/fredcopestake
Podcast sponsored by Remaster Media.