112: Transparency in Sales with Todd Caponi - a podcast by John Barrows | JBarrows Sales Training

Author of"The Transparency Sale,"Todd Caponi joins us this week to explore transparency in sales. Todd shares an amazing story of how he flipped an entire sales team's approach to selling in B2B by using complete transparency. Highlights include:
Transparency in negotiationThe SCARF model in sales
How to stop hoping the buyer doesn't spot your product's flaws
How to handle mentions of competitors with transparency

Further episodes of Make It Happen Mondays - B2B Sales Talk with John Barrows

Further podcasts by John Barrows | JBarrows Sales Training

Website of John Barrows | JBarrows Sales Training