If you want to impact people, you need to influence them first.
Not in a manipulative way.
But in a way that's customer-centric and aligned with your values.
The problem is, captivating your customers, becoming memorable and winning new business is harder than ever before.
The answer?
Learning how to become an influential communicator.
Keynote speaker and storytelling coach, Ravi Rajani, has arrived to help you present with confidence, craft stories that sell and deliver presentations that win.
Join Ravi every Tuesday to unlock a brand new episode as he hangs out with some of the planet’s top communicators and gives you his own insights on how to become a better presenter, storyteller and communicator.
All content for The Influential Communicator is the property of Ravi Rajani and is served directly from their servers
with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
If you want to impact people, you need to influence them first.
Not in a manipulative way.
But in a way that's customer-centric and aligned with your values.
The problem is, captivating your customers, becoming memorable and winning new business is harder than ever before.
The answer?
Learning how to become an influential communicator.
Keynote speaker and storytelling coach, Ravi Rajani, has arrived to help you present with confidence, craft stories that sell and deliver presentations that win.
Join Ravi every Tuesday to unlock a brand new episode as he hangs out with some of the planet’s top communicators and gives you his own insights on how to become a better presenter, storyteller and communicator.
[EP.95] The Art of Transparent Negotiation with Todd Caponi
The Influential Communicator
56 minutes
1 year ago
[EP.95] The Art of Transparent Negotiation with Todd Caponi
The Art of Transparent Negotiation with Todd Caponi:
In the world of sales, “negotiation” is often taught using outdated, sleazy and trust breaking tactics.
The truth is, negotiation isn't just about crunching numbers and closing deals.
It's about focusing on the human being behind the prospect, transparency and creating a win-win scenario for both parties.
Enter the legendary Todd Caponi.
In this week’s episode, he’s here to show you the way and reveal how transparency can be your secret weapon, not a vulnerability.
It's time to shed the mask and embrace the power of transparent communication.
Let’s go!
WHAT WE DISCUSS:
[1:18] - Who is Todd Caponi?
[8:46] - Todd’s greatest mentor
[11:58] - Why people struggle to discuss pricing with confidence and conviction
[17:13] - The inner work that sellers should do early on in their career
[20:29] - How Todd approached failures in his career
[22:18] - The difference between sympathy and empathy
[26:44] - The levers that drive the pricing models of every company
[31:55] - How to overcome self-doubt from past failures
[45:16] - Using references as a tool to effectively tell your story
[51:38] - An influential communicator Todd looks up to today
NOTABLE QUOTES:
[15:20] - “Confidence is contagious.” - Todd Caponi
[16:40] - “The more inner work I've done to heal insecurities, overcome limiting beliefs, and really get comfortable in my own skin: the better speaker I've become, the better storyteller I've become, the better salesperson I've become.” - Ravi Rajani
USEFUL RESOURCES & LINKS:
Todd Caponi’s Website: https://toddcaponi.com/
Connect with Todd on LinkedIn: https://www.linkedin.com/in/toddcaponi
Follow Todd on X: https://twitter.com/tcaponi
Follow Todd on Instagram: https://www.instagram.com/tcaponi/
Ravi Rajani’s Website & Podcast: https://www.theravirajani.com/podcast
Connect with Ravi on LinkedIn: https://www.linkedin.com/in/ravirajani/
ADDITIONAL RESOURCES:
[FREE SCRIPT]
Discover how to craft a magnetic 45-second elevator story:
https://www.theravirajani.com/yourelevatorstory
Hire Ravi for a keynote or storyselling workshop for your sales team:
https://www.theravirajani.com/speaking
Join The Influential Communicator Newsletter:
https://theinfluentialcommunicator.ck.page/newsletter
The Influential Communicator
If you want to impact people, you need to influence them first.
Not in a manipulative way.
But in a way that's customer-centric and aligned with your values.
The problem is, captivating your customers, becoming memorable and winning new business is harder than ever before.
The answer?
Learning how to become an influential communicator.
Keynote speaker and storytelling coach, Ravi Rajani, has arrived to help you present with confidence, craft stories that sell and deliver presentations that win.
Join Ravi every Tuesday to unlock a brand new episode as he hangs out with some of the planet’s top communicators and gives you his own insights on how to become a better presenter, storyteller and communicator.
