It sounds counterintuitive to sell based on what’s not great about your product. In a downmarket, though, people are craving predictability. Transparency about your product boosts trust like crazy. In this episode, I interview Todd Caponi, Founder and Speaker at Sales Melon, about transparent negotiation and how to approach a downturn. What we talked about: -Leading with the negatives -The 4 ways to give discounts during negotiation -Your best downmarket sales strategy -What extreme firmographic focus means for your reps Check out this resource we mentioned during the podcast: -Todd’s book is The Transparency Sale For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.
