You learned as a child that honesty is the best policy. Sadly, that ethic often doesn’t survive in the rough-and-tumble business world. Many salespeople believe that telling the unvarnished truth will handicap their chances. Award-winning sales leader Todd Caponi says they’re dead wrong and offers the science to prove it. Drawing on research about decision making, he shows how candor creates a relationship of trust that smooths the way to successful sales transactions and ongoing connections. While the book aims squarely at B2B salespeople, it has value for anyone in sales.
About the Author
Sales leader Todd Caponi spent four years building Chicago-based PowerReviews as its chief revenue officer. As founder and principal of Sales Melon LLC, he is now a keynote speaker, workshop leader and trainer.