• The Transparency Sale

    How unexpected honesty and decision science can transform your results

    In partnership with Ideapress Publishing / Vicara Books

    Publication - Fall 2018


    I’m a nerd for all things sales philosophy & learning theory. I’ve spent so much of my career figuring out the most effective ways to sell, but also the most effective ways to teach. That’s led me to a new nerdery, which is the field of neuroscience...and specifically how the brain makes decisions. The combination of those three things...sales philosophy, optimal learning & decision science made me realize that the way we’ve been molding the sales profession doesn’t align with how buyers buy, learn and make decisions.

    Theme of the book...

    Do you read reviews before making a purchase online, downloading an app or even taking an Uber ride? Studies show that almost 97% of us do.

    Do you seek out the negative reviews before making a purchase online? Studies show we almost all do that, too.

    Do you believe it when a product has a perfect 5.0 score? Research shows a product with a star rating of 4.2 to 4.5 sells / converts more often than a product with a perfect 5.0. Yes...you read that right!

    The human brain is wired to resist being “sold to”...it makes decisions based on feelings, and justifies those decisions using logic. The Challenger Sale was an evolution in sales resulting from information availability...buyers having practically all of the information they need to make a purchase decision before ever consulting with you, the sales person. The Transparency Sale is the next evolution. Today buyers now have easy access to our pro’s and con’s, too, without ever consulting with you. We’ve been taught to sell based on logic, and taught to position our product or service as a perfect 5.0. We’re surrounded by transparency, except for our approach to sales.

    That’s changing. Are you ready?

    The Transparency Sale

    The book, The Transparency Sale, is going to take readers through the sales process...starting with a little sales history and some neuroscience (which I’ve dumbed down to a level even I can understand). At each sales stage (including a whole chapter on "Transparent Negotiations"), I’ll be providing ideas that will change the way readers think about the sales profession, and nuggets that can be applied to help use these learnings for good, not evil. I think this is important stuff for the next evolution of the selling profession, so get your highlighter ready!


    Initial manuscript is due May 25th...with a publication date scheduled for mid Fall, 2018. Sign up to receive updates. I'm available for birthday parties, weddings & bar mitzvahs (i.e., speaking), so use the Contact page (where you'll also find my direct email address) for inquiries or more information.

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