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.
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 ...
An examination of the quest for information exchange in an increasingly international, open society, Transparency in Global Change discusses the reasons for the recent increase in public desire for transparency and the byproducts this ...
Equal parts The Name of the Rose and The Maltese Falcon, The Transparency of Time cements Leonardo Padura’s position as the preeminent literary crime writer of our time.
"From the creator of the Emmy and Golden Globe-winning series Transparent, a memoir of personal transformation set against the profound cultural upheaval and shifting power dynamics that continue to shape our society"--
The first time I sprung this on a cocky young salesman, I was sitting behind my desk in my office at Stratton, ... “Anyway, it's obvious that you and this pen were made for each other, so I'll tell you what I'm gonna do: I'm gonna take ...
Ibid., 19–20, citing Jeffrey R. Biggs with Thomas Foley, Honor in the House: Speaker Tom Foley (Pullman: Washington State University Press, 1999), 37–38. This would have taken place in 1965, at the beginning of Foley's first term.
Vivid, surprising, and utterly timely, Akiko Busch's HOW TO DISAPPEAR explores the idea of invisibility in nature, art, and science, in search of a more joyful and peaceful way of living in today's increasingly surveilled and publicity ...
This book challenges your ideas about selling and provides a fresh approach to prospecting, qualifying and closing new business.
This book is required reading for business owners, CEOs, and managers - as well as sales and marketing teams, account managers, and customer service representatives looking for easy to implement action steps that result in lasting change, ...
"Pinker has a lot of ideas and sometimes controversial opinions about writing and in this entertaining and instructive book he rethinks the usage guide for the 21st century.