Accelerate! With Andy Paul

Todd Caponi, author of The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, joins me on this episode. KEY TAKEAWAYS Todd Caponi has five hopes for sales in 2020. The first hope is the death of the “Death of sales” trope. Cold calling is still important. Sales employment has grown. Classroom training is ineffective. Todd offers solutions. There should be learning every day on the job. Andy talks about the curated book club he offers to companies. Todd advises learning to be a “buyer journey sherpa.” Todd’s second hope is that sales will rise on the list of “trusted professions.” Todd shares the secret of “4.2-star” reviews. If your facade is “perfect,” buyers will spend more time researching you because they doubt you. Andy tells how he used transparency as an underdog Burroughs salesperson against IBM’s fear, uncertainty, and doubt sales pitch. Todd talks about transparent negotiation, showing your motives. It generates trust. Adam Grant wrote abou