230: Todd Caponi on Radical Transparency to Build Trust in Sales

Make It Happen Mondays - B2B Sales Talk with John Barrows

Todd Caponi joins John once again on Make It Happen Mondays almost 2 years after his first appearance (Episode 112) to talk about radical transparency and leading with one’s flaws in sales. “Perfection isn’t a thing”, and Todd goes on to explain why talking about what you can’t do or don’t have can actually create a stronger foundation for a relationship in sales. This episode includes tactical ideas you can utilize to build trust and reduce sales cycles.

Grab your copy of Todd Caponi’s “The Transparency Sale”, one of John’s favorite books, and pre-order his upcoming book, “The Transparent Sales Leader”, available Spring 2022.