Overview

A simple framework applicable in every common business-to-business sales scenario for building trust and leaving negotiating anxiety behind. Have you ever felt like learning to negotiate requires a different personality than that required to sell? Great salespeople foster relationships built on trust and a focus on customer outcomes. Yet, when the customer says “yes” and it’s time to negotiate, we change personalities. We hide things, focus on our own optimal outcomes, and in many cases, leverage strategies drawn from FBI hostage negotiation techniques. There’s a better way. In Four Levers Negotiating, sales leader, award-winning author, and sought-after speaker Todd Caponi shows you how through a simple, immediately actionable framework for all the common sales scenarios you encounter—big deals and small. Learn: Why traditional negotiating approaches are no longer sustainable The four levers to pull in any negotiation to make magic happen How to better position and propose your pricing Strategies for navigating common concession requests that arise in negotiations In today’s “as-a-service” economy, where the deal itself is merely an early milestone on the path to acquiring customers who not only buy from you, but stay, buy more, and become your advocates, one-off, trust eroding approaches are no longer sustainable. Four Levers Negotiating is your immediately actionable guide to building trust instead of eroding it, discounting less, forecasting more accurately, and, ultimately, leaving negotiating anxiety behind.

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9781637748404

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Todd Caponi, CSP®, is the author of two award-winning books, The Transparency Sale and The Transparent Sales Leader. Todd is a multi-time C-level sales leader, a behavioral science and sales history nerd, and has led through two companies with successful exits. He now speaks to and teaches revenue organizations and their leaders on leveraging transparency and decision science to maximize their revenue capacity as principal of Sales Melon, LLC.

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