The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results

De: Todd Caponi

Narrado por: Todd Caponi

The future of sales is radically transparent. Are you ready for it?

Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up - and they are skeptical.

Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency.

What if the key to selling was to do exactly the opposite of what most sales courses tell you to do?

It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles and increased win rates, and can help make it almost impossible to compete with you. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments, and more predictable sales forecasts.

In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

©2018 Todd Caponi (P)2019 Todd Caponi

An absolute “sales” must read…WOW!!!

So insightful and practical. Don’t waste another second thinking about listening to this one, buy it now and start being a better seller tomorrow.

Excellent Book!!

This book is outstanding and every sales professional should read it! It’s been career changing!

Love this book. Love this guy!

Never heard of Todd before this book. He totally won me over. So humble, so smart and such a great communicator. Todd, sorry for giving you 5 Stars. Could not help myself. Hopefully, others destroy you so this book averages out to 4.2-4.5. Really enjoyed and will pre-order your next one.

Epiphanies

Be 4.2-4.5 is one of my favorite epiphanies, Todd. Thank you for following through and writing this one! My excitement for the remainder of 2022 & planning for 2023 is lit!!

Very good new concepts but i got lost sometimes

The Book has a very good and unique approach for how to sale using honesty. The author develops new concepts and gives useful tools that, applied well, can give you an advantage in regard to your competitors. However is not a guideline to a presentation sales. The chapters have theoretical and practical content but they do not follow a consistent path for sales from beginning to end.(the chapter of prospecting by email feels disconnecting to the book in my opinion)

Also, he repeats some of the same concepts in different chapters of the book, which makes it difficult if you are trying to build and Scprit or a framework for your presentation company. If this is your first book on sales, I will recommend you to read also other books that are focus on the presentation process and apply the concept of these book.

Honesty and Integrity

Todd has done an amazing job here of showing how the modern world’s sales process works. An excellent dive into how people think and what “now” influences buying behavior.

A great book for veteran or new sales professionals!

A phenomenal book and a great listen because The author does a phenomenal job articulating his vision with passion! A great book packed full of sales nuggets!

Finally, a book that covers the entire sales journey

Nothing but impressed. I sell in a transparent way and this book gave me even more ideas on how to improve what I already do well. 🙏🏽

Excellent! A very eye-opening guide

Loved the book and the content. My sales team and I all read this and have us a whole new perspective on the sales process. There are a lot of good take-aways in here

Great book for Sales Leaders!

I have been in sales and sales management for 25 years and have consumed volumes of sales training, books, courses, podcasts, etc. The Transparency Sale was exactly what I needed in my career to refresh and update my skills. I especially appreciated the Results formula he offers in the book, as I am writing my company’s sales strategy. It was as if the teacher/mentor appeared at just the right time. This should be required reading for high performing sales teams. Both Sales Professionals and Sales Leaders will have a leg up over the competition after reading this book. Highly recommended.