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I bought a new car from a dealership and lived to tell the story.
I bought a new car from a dealership and lived to tell the story. Yesterday I bought a new car for the first time in years. Twenty-four hours later, I still sit in disbelief at the fact that the traditional automotive sales model is going to lose. It must! Their...
How good CEOs make personal connections with employees
When employment rates are so high, and the demand for experienced talent far exceeds the supply, the pressure is on CEOs. The need to create magnetic cultures that speed recruiting, maintain low turnover rates, and have employees recommending their organizations to...
Transparent Negotiations: The Counterintuitive Way to Negotiate More Valuable and Predictable Deals
Negotiating transparently? Turns out it’s a thing. I’ve always felt like sales negotiation was broken. It was always counterintuitive to me that we care about trust only until the client says “yes”. Then, the techniques we learn to negotiate with come from hostage...
When “Transparency” Goes Wrong
I’m often asked, “When does transparency go wrong?” The simple answer is - there’s a difference between positioning your solutions as being (as Tyra Banks calls it) “flawsome” versus positioning as though you suck. Remember, when a website is acting as the seller,...
Why you should STOP sending your customers a request for feedback after they’ve had a problem!
First, let's start with something a little counterintuitive. At Starbucks this week, I placed a mobile order, picked up the drinks for me & my wife, and when I got home I realized my wife's drink was made incorrectly. So, I had to find a customer service...
“Do you love to win, or hate to lose?” – How to Crush This Interview Question Like a Nerd!
I was first asked the question during an interview way back in 2001, “Do you love to win, or hate to lose?” After my meandering response, the interviewer explained that the answer he was looking for is, summarized, “True winners in sales always expect to win, and...
Why Don’t I Get More Voicemails? – and…a TrustRadius Study That Should Rock Your World!
Topics: Why Don't I Get More Voicemails?: A vibrant discussion took place on LinkedIn. See below for the details. A Study That Should Rock Your World: If you're in sales or marketing, TrustRadius' recently released study on the current state of buyer behavior is...
Audiobook Giveaway The Transparency Sale Newsletter
Topics Audiobook giveaway: Spreading the good word! Why Transparent Sales are the Best: Article in SellingPower Magazine My requests, if you're so inclined... Audiobook Giveaway: The Transparency Sale I’m giving away 40 free audiobook versions of 'The Transparency...
Don’t Fire Your C’s & D’s – Coach Them Up!
Over the next few weeks, there will be a lot coming out around The Transparency Sale, including multiple podcast appearances and articles. Plus I'll be yapping at a number of upcoming events. More to come...but for this edition, two topics: Topics: Don't fire your...
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Bringing the incredible (and sometimes strange) brains from the profession of sales’ past to the 2020’s – Todd Caponi’s “The Sales History Podcast”
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