Todd Caponi is an award-winning sales leader, author of The Transparency Sale, and the newly published The Transparent Sales Leader. Todd is also the founder, speaker, and workshop leader at Sales Melon and the host of The Sales History Podcast.

In this episode, Todd talks about what it means to be transparent in sales and the power it brings sellers. 

Here are some of the topics covered in this episode:

• How to do the buyer’s homework for them and address objections before they come
• Why embracing the truth speeds up the sales cycle
• Why we shouldn’t underpromise and overdeliver as salespeople
• What we can learn from the history of sales

More From the Guest

Linkedin – https://www.linkedin.com/in/toddcaponi/ 

Website – https://toddcaponi.com/ 

Podcast – https://toddcaponi.com/podcast/ 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

Start Selling More Today with

Badger Maps – The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/

After a career as a research scientist, David found himself in the sales world. He is now the founder and chief sales scientist at Cerebral Selling and is passionate about teaching the science of modern selling. David is also the author of the bestselling book Sell the Way You Buy: A Modern Approach to Sales That Actually Works.

In this episode, David talks about handling objections and the new lessons we can learn from the pandemic. 

Here are some of the topics covered in this episode:

• How to use the “Feel, felt, found” framework to add credibility during your sales calls
• How values have changed over the pandemic
• How to get to the root cause of an objection by asking clarification questions
• How to differentiate the objections that need to be addressed from the ones we don’t need to respond to, and the process behind finding them

More From the Guest

Linkedin: https://www.linkedin.com/in/dpriemer/?originalSubdomain=ca 

Website – https://cerebralselling.com/

Buy David’s book –

https://www.amazon.com/Sell-Way-You-Buy-Approach/dp/1989603203/ 

Listen to more episodes of the Outside Sales Talk here!

https://www.badgermapping.com/podcast  

Start Selling More Today with

Badger Maps – The #1 Route Planner for Field Sales

See Badger in Action: https://www.badgermapping.com/outside-sales-talk-listener/ 

If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters! 

Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.

Are you in? Subscribe to Badger Maps’ newsletters now! https://www.badgermapping.com/newsletters/