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Episode 568  |  19:27 min

572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles

Episode 568  |  19:27 min  |  03.25.2020

572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles

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This is a podcast episode titled, 572. How Leading With Your Weaknesses Can Fast-Track Your Sales Cycles. The summary for this episode is: <p><span style="font-weight: 400;">Stop selling as if you’re a perfect 5.0.</span></p> <p><span style="font-weight: 400;">Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.</span></p> <p><span style="font-weight: 400;">Why? Because vulnerability fosters trust.</span></p> <p><span style="font-weight: 400;">A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating.</span></p> <p><span style="font-weight: 400;">We recently had the chance to sit down with</span> <a href= "https://www.linkedin.com/in/toddcaponi/"><span style= "font-weight: 400;">Todd Caponi</span></a><span style= "font-weight: 400;">, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”.</span></p> <p><span style="font-weight: 400;">During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles.</span></p> <p><span style="font-weight: 400;">----------</span></p> <p class="p1">Join Sangram's "<a href= "https://www.linkedin.com/pulse/how-focus-most-important-work-your-life-hint-first-90-sangram-vajre/"><span class="s1">Becoming Intentional</span></a>" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.</p>

Stop selling as if you’re a perfect 5.0.

Products with a 4.2 - 4.5 out of 5 star review sell better than those with a perfect 5.0.

Why? Because vulnerability fosters trust.

A product with a perfect review sounds like a salesperson’s dream, but modern consumers are wary of products that sound too good to be true (because they almost always are!), assuming an authenticity and transparency from a slightly lower rating.

We recently had the chance to sit down with Todd Caponi, author and sales researcher, whose passion and curiosity about sales growth has led him to dig deep into the neuroscience behind this vulnerability “phenomenon”.

During our chat, Todd explained why being upfront about your products’ vulnerabilities can not only earn the trust and business of potential customers, but can shorten your sales cycles.

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Join Sangram's "Becoming Intentional" newsletter, read by over 10,000 leaders, for a 1-minute read on how to lead professionally, grow personally, and live fully. Only available on LinkedIn.

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