Sales Transformation #209 S2 Episode 78 - Using Transparency to Loose Fast & Win More Deals with Todd Caponi
HIGHLIGHTS
02:21 Todd's early career and experience
06:44 Behavioral Science in Sales: How does it apply?
12:21 Transparency as a revolutionary sales tactic
18:13 Hot tip: Build a foundation of trust early on with your clients
23:58 Always set a price in the beginning
28:05 Connect with Todd
QUOTES
09:07 Todd: "Why as human beings, do we want to go to the negative first? And why does that actually aid in our decision-making process? And it turns out all of that applies to human, to human or B2B — that our brains, we are wired subconsciously to know that perfection can't possibly be reality."
16:10 Todd: "Disarm your competitors, win faster, lose faster and speed your sales cycles because you're helping the buyer predict a lot faster.
19:24 Collin: "You need to know your strengths and your weaknesses as a company extremely well. And you need to know your competitors extremely well."
24:19 Todd: "I believe that if we're talking about a six figure-solution to a four figure-buyer, one of us is in the wrong. And vice versa."
26:44 Collin: "Your reputation as a seller matters. you want to make a good impression in all scenarios, regardless of the outcome."
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Learn more about Todd in the links below:
- Book: https://www.transparencysale.com/the-book
- Website: https://www.transparencysale.com/
- LinkedIn: https://www.linkedin.com/in/toddcaponi/
- Podcast: https://podcasts.apple.com/us/podcast/the-sales-history-podcast/id1571354113
Learn more about Collin in the link below:
Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.