The Transparency Sale

The Transparency Sale

How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results.

by Todd Caponi

Hardback Publication Date: 13/11/2018

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RRP  $49.95 $37.67
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.
ISBN:
9781940858807
Category:
Sales & marketing
Format:
Hardback
Publication Date:
13-11-2018
Publisher:
Ideapress Publishing
Pages:
175
Dimensions (mm):
229x152x0mm

On order from our US supplier to our Sydney distribution centre.

Once received we make sure it is in perfect condition and then send it to you via the Australia Post eParcel service, which includes online tracking.

You can expect to receive your order in 10 to 15 working days for most Australian capitals, however, please check below to see indicative delivery timeframes for your area. Please allow extra time during peak holiday periods.

Delivered to:

NSW Metro: 9- 12 working days.
NSW Regional: 10 - 15 working days.
VIC & SA Metro: 10 - 13 working days.
VIC & SA Regional: 10 - 15 working days.
QLD Metro: 10 - 15 working days.
QLD Regional: 14 - 22 working days.
TAS: 10 - 15 working days.
WA Metro: 10 - 15 working days.
WA Regional: 13 -16 working days.
NT Metro: 13 - 16 working days.
NT Regional: 14 - 22 working days.

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