The Transparency Sale
In the coming Transparency Sale era, sellers will need to present themselves as less-than-perfect to help a buyer understand why they’re a 4.2 - 4.5, and not a perfect 5. In so doing, they will disarm the buyer with this information, and engage in a true conversation about the value of their solution. They will still challenge, they will still discover, they will still position features and benefits, but they’ll also present applicable shortcomings.
Sellers will be the source of their own vulnerabilities, build trust, shorten sales cycles, and better control the process.
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"Todd Caponi is my favorite sales guru. Love when he gets going during his presentations. His energy is infectious." - SVP of Sales, NY Tech Company
© The Transparency Sale, Sales Melon, Todd Caponi 2017