In this video, Todd Caponi (Author of The Transparency Sale) talks to Kristina Jaramillo about the 3 things that need to happen throughout the sales process:
1. Build trust, which comes down to how transparent you are
2. Deliver value
3. Create a-ha moments
Listen to this podcast to learn how you can be building trust, delivering value, and creating a-ha moments before, during, and after the demo to ensure a win. Failure to follow the advice Todd offers can lead to unresponsiveness, RFPs, and your prospects seeking validation from your competitors.
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