"If the truth won't sell it, don't sell it." This is the favorite quote of today's guest. This is also the second to last episode of podcast, and the final interview. So Jeff reached out to his brother from another sales mother Todd Caponi to have that honor. Todd has written the book on transparency in sales. In fact he's written two. So it's no surprise that the conversation leans into integrity in selling. 

Why is it so important? It feels good to honest and trustworthy, it helps the sales profession, and more importantly, it sells better.
Todd urges people to be honest with prospects about what you can't do, but then be a resource to help them. You will be rewarded time and time again.

As a salesperson, your most valuable commodity is your time. Todd reiterates that chasing after prospects that aren't a good fit is wasting your time, and to know quickly if you aren't a fit and put your energy toward more ideal clients. Todd also talks about his prediction of the 'great resignation,' and discusses six things that drive people to do what they do, want to keep doing it, and want to tell others about it. It's a final interview filled with insight, fun, and feeling.

Find out more about Todd Caponi

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