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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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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.
Welcome to the Sales Transformation Podcast, the definitive stop for leaders driving change in the sales world. Hosted by Kevin Warner, we dive deep into the minds of Founders, CEOs, VPs of Sales, and Sales Development Leaders from trailblazing startups to industry-leading public companies.
Our mission is simple: to illuminate the path to extraordinary sales leadership. We explore a broad spectrum of sales territories, from the intricacies of Founder Led Sales and Outbound Sales to the transformative potential of Technology in Sales and Social Selling. Whether it's mastering your CRM, optimizing conversions, scaling sales teams, or engineering a complete Sales Transformation, our conversations are set to challenge the status quo and redefine sales success.
With a new content every day of the week, we bring you unfiltered interviews with the luminaries of sales, people who have not just succeeded but transformed the way we think about sales. Kevin Warner also shares sharp, tactical sales tips every week, packing decades of sales wisdom into bite-sized insights.
So, if you're ready to rewrite the sales rulebook and learn from the best in the business, the Sales Transformation Podcast is your ticket. Write us a review, share the show, and join us on this journey of sales evolution. Let's transform the way we sell, together!