Praise for The Transparency Sale
EVP & COO B2C, Salesforce
“Another change in the world of sales is coming, and it's happening quickly. Transparency wins, and Todd provides the timeless foundation for leading you through this next evolution.”
President, SAP North America
“Todd takes us on a journey through the rising expectations of buyers today and shows us, through his engaging storytelling, how radical transparency can build the ultimate level of trust needed to succeed in today’s economy.”
WSJ Bestselling Author of Non-Obvious
“Sell more by being flawed? Help your customer negotiate a discount? This is the sales book I wished I could have read earlier in my career. Whether you need help on negotiating a contract or transforming your pitch, this book will reveal a better way to do it ... usually along with a story of how Todd himself solved that same challenge.”
Partner, OpenView Venture Partners
“We're on the verge of something new in B2B sales. Buyers have access to far more information than they have had in the past and the role of sales needs to evolve to meet their needs. Todd seamlessly illustrates how to prepare and succeed in this feedback-driven world -- transparency.”
Chief Executive Officer, PowerReviews
“I love this book. As we move to a Transparency Economy buyers will come to expect that anyone in sales understands their need for authentic and credible advice. Todd provides a roadmap for progressive sales leaders to begin on that journey.”
Chief Executive Officer, Sales Assembly
“Everyone's always looking for the latest sales hack, tip or AI tool to help their team outperform the competition. Instead, what they need to do is read The Transparency Sale. Todd has laid out THE approach for the modern sales organization.”
Chief Revenue Officer, Campaign Monitor
“Human beings instinctively respond to honesty and authenticity, yet so much of what we we’ve been told to do in traditional selling ends up resembling little more than crude attempts to manipulate buyers. The refreshingly clear and direct approach advocated in The Transparency Sale is exactly what 21st century selling needs - an understanding of how buying decisions are really made and how forthright and sincere selling is the difference maker in sales success. I’ve been waiting for this book.”
Reviews from Amazon
Inside Front Cover
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, increased win rates, and makes competing with you almost impossible. 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.
Select Quotes from Unsolicited Reviews
Joshua D. Bernoff - Bestselling Author
This is my favorite sales strategy book of all time
“What would happen if salespeople told the whole, unvarnished truth?
That’s the premise of The Transparency Sale, and I love it.”
A proven and practical sales book to implement immediately!
"As the Founder of The Center for Sales Leadership at DePaul University, I have read a lot of books and recommended quite a few. SPIN and The Challenger have now been replaced by The Transparency Sale for so many reasons."
Absolute MUST Read
"If you have just one sales book to read this year, make it The Transparency Sale. I have now read more sales book than I care to mention, and this one stands out from the rest."
My New Favorite Book
"If you're sick of reading the same old sales books with similar material, I can assure you that you'll love Todd's book. This is how sales should always be done."
© The Transparency Sale, Sales Melon LLC, Todd Caponi 2021
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