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#209 S2 Episode 78 - Using Transparency to Loose Fast & Win More Deals with Todd Caponi

/ 31:01/S2:E78
This episode of the Sales Transformation Podcast with Collin Mitchell features Todd Caponi. Todd talks about applying behavioral science to sales, and the importance of understanding your customers. With his personal experience and the science to back him up, Todd demonstrates the efficacy of building a foundation of trust through transparency with clients and customers is the best way to do sales, especially in the long term. Todd's views about honesty and transparency in sales are a breath of fresh air and have the potential to change how both sales professionals and customers look at the sales profession in general.

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:

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. 

#209 S2 Episode 78 - Using Transparency to Loose Fast & Win More Deals with Todd Caponi

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