The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

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.

Business & Money

Caponi, Todd

Marketing & Sales

Ideapress Publishing

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

It's the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role. 
For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others. 
Hitting a revenue target is not the job, it's the outcome. 
The inspiration of your team is only "coin operated" if you're doing it wrong. 
But there's good news! 
Sales leadership doesn't have to be that hard. There's a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams. 
And in today's environment where the economy is tightening, the ability to retain and optimize has never been more important. 
The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today's sales leaders. 
Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. 
In the end, you'll see the holes before they form. You'll stop chasing, and start growing.

Management & Leadership

It's the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you're doing, otherwise you wouldn't have been promoted into the role. For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others. Hitting a revenue target is not the job, it's the outcome. The inspiration of your team is only "coin operated" if you're doing it wrong. But there's good news! Sales leadership doesn't have to be that hard. There's a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams. And in today's environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important. The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today's sales leaders. Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. In the end, you'll see the holes before they form. You'll stop chasing, and start growing.

The future of sales is radically transparent. Are you ready for it? Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up – and they are skeptical. 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.

See the best price to sell, buy, or rent books by Caponi, Todd. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Caponi, Todd

See the best price to sell, buy, or rent books by Caponi, Todd. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results

The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results