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Todd Caponi – Transparency Sells Better Than Perfection


Episode Overview:

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.

As it turns out, it also leads better, retains better, grows better, and creates advocates better. To understand how transparency can become your revenue superpower, Join me now for my conversation with Author, Speaker, and Coach, Todd Caponi.

Guest Bio: 

A multi time successful sales leadership professional. An inspiring teacher / trainer. A sought after board member. A trusted mentor. A popular sales and behavioral/decision science commentator, writer and speaker.

Todd Caponi could be described as any of the above. But what makes him unique is that he is all of the above.

Now, he spends his time as a speaker & workshop leader, also CEO & Founder of Sales Melon LLC. teaching (primarily tech) company’s salespeople and leaders how to provide quick, easy-to-implement ways to thrive in any environment!

Resource Links:

Insight Gold Timestamps:

06:11 Buyers know more nowadays (since 1911)

08:28 Consensual selling and consensual buying

15:15 We all read reviews

18:42 Why you might not be a good choice

20:18 Would you rather they find out from you or your competitor?

24:23 The five F’s

27:46 Four elements that lead to your results

29:34 Why change? Why you? And why now?

30:57 A.I.D.A. Attention, Interest, Desire, Action

35:03 Transparency sells better than perfection

39:28 In sales we start everybody over at zero

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Next Episode: Get the Edge with Diversity, Equity & Inclusion with Jillian Kruschell!

About the Host, Michael

Michael Vickers inspires enduring success, redefining the possible for today’s sales professionals, leaders, and managers. Whatever the sales or business opportunity, Michael will greatly enhance your odds of success. Every person who has an idea to promote, an employee to motivate, or a deal to negotiate, will attain a new level of success after an event with Michael.

Michael is also the best-selling author of Becoming Preferred: How to Outsell Your Competition, and Dance of the Rainmaker: Creating Authentic Differentiation in Today's Competitive Marketplace, where he shares his secrets to achieving the very highest level of sales mastery.

Whatever the result you’re striving for, if it involves influencing others or achieving success through others, Michael will build your confidence and accelerate your performance.

Michael is the Executive Director of Summit Learning Systems, a company that offers customized in-house training programs to many of today’s leading companies. He teaches thousands of business professionals throughout North America the skills required to achieve optimum performance.

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