240: Why Transparency Sells Better Than Perfection

Todd Caponi joins Sarah Hicks on this episode of the Predictable Revenue podcast to discuss why transparency sells better than perfection.

Todd is the Founder of Sales Melon and author of the award-winning book, The Transparency Sale.

Highlights include: why a product with 4.2-star reviews will outsell its 5 star counterpart (4:08), how to be more transparent in your messaging (7:41), how to stand out with personalized prospecting (8:21), how to lead with transparency in sales conversations (11:30), what B2B sales can learn from IKEA (11:40), why pre-qualifying your prospects is the secret to shorter sales cycles (18:00), how honesty can endear you to buyers (19:30), how to leverage transparency in later stage negotiations (20:36), and how expiring discounts harm your sales cycle (26:10).

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