The Rev-Up Sales Podcast

Episode 036: Throwback Episode - Selling in Uncertain Times with Todd Caponi

alex mcnaughten b2b clients message resonating sales selling times todd caponi uncertain Jun 22, 2023

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Welcome to episode 36 of the RevUp Sales podcast. Today I'm thrilled because one of the first guests we had on this show is back, and he is going to be sharing some insights on a really exciting and relevant topic. 

Todd Caponi is with us today to talk about selling in uncertain times.

Todd has been enamored with behavioral and decision science research since he can remember.

He has combined that with his love for sales methodology/philosophy and learning theory, he has opened doorways to simple solutions to everyday sales, leadership and learning challenges.

Todd speaks, teaches, advises and writes – in hopes of making the sales profession considerably more respected while making the B2B buying journey a more confident and frictionless experience.

In this episode, we are going to explore the fascinating topic of selling in an uncertain market. We are going to talk about a unique approach that allows you to tap into the minds of your buyers and understand their needs on a deeper level. 

During times of uncertainty, such as the recent global challenges we've faced, our survival instincts kick in. Just like when you find yourself lost in the woods, your heart races, and your mind jumps to worst-case scenarios. It's an automatic response designed to keep us safe. 

Of course, this primal behavior also affects our buyers and the companies we interact with. They also experience a sense of uncertainty and resort to specific actions, like reducing spending, extending their financial runway, and minimising risks.

In this episode, we'll explore three crucial aspects that you should work on to be adaptive in today’s environment.

These will help you understand the thoughts and concerns of your buyers, so you can tailor your message to resonate with them deeply; they also take into account the importance of transparency in today's environment and how transparent communication can build trust and create meaningful connections with your audience. We are also going to tackle the art of presenting, and drawing inspiration.

So, if you're ready to discover how transparency and empathy can be your superpower in times of uncertainty, you should really listen to this episode. Together, we'll explore practical strategies that will revolutionise your sales approach.

Don't miss out on the opportunity to gain valuable insights from the one and only Todd Caponi so you can have the knowledge and the tools required to transform your business!