Todd Caponi

Todd Caponi, an author and negotiation expert known for his works on transparency-based sales, dives deep into effective negotiation strategies. He challenges outdated tactics and emphasizes transparent, customer-focused approaches. Caponi introduces his Four Levers of Negotiating, outlining how elements like volume and payment timing can influence deals. He also discusses how fear impacts pricing confidence and shares insights on when negotiations should truly begin. Caponi's expert tips aim to empower salespeople to protect their value while fostering better client relationships.

Todd Caponi, a sales leader and author, dives into negotiation tactics from his book, Four Levers Negotiating. He shares insights on why traditional ROI arguments falter late in deals, and introduces his four levers: volume, timing of cash, length of commitment, and timing of the deal. Listeners learn how to effectively respond to discount demands while enhancing deal speed and value. Caponi also discusses navigating legal hurdles and using uncertainty to pressure buyers, making this a masterclass for maximizing sales outcomes.

Todd Capponi, founder of Sales Melon and author of The Transparency Sale, dives into revitalizing remote sales teams. He shares how to conduct firmographic sprints through customer interviews to uncover vital insights. He emphasizes prepping customers before training sessions for true industry understanding and advocates for recognition over cash as a motivational tool. Capponi discusses the significance of fostering genuine connections and using targeted educational sprints to build confidence within sales teams.

In this discussion, Todd Caponi, a sales expert and author of *Four Levers Negotiating*, shares his innovative approach to value-based negotiations for B2B renewals. He introduces his Four Levers framework—volume, timing of cash, length of commitment, and predictability—to lessen discounts and enhance profitability. Todd stresses the importance of avoiding 'easy gives' that harm credibility and encourages introducing mild friction to increase customer commitment. His insights help account managers protect revenue while fostering stronger business relationships.

Todd Caponi, bestselling author and seasoned sales leader, dives into the critical negotiation pitfalls that can derail sales success. He reveals why discussing pricing early builds trust and why discounts often hurt more than help. Todd warns against giving away concessions without mutual gains and explains how to authentically earn case studies. He also highlights the importance of transparent communication when clients request to hold prices and advocates for consistent pricing to maintain buyer trust. Tune in for powerful insights on how to negotiate like a pro!