The Transparency Sale – Part One

📅  3rd December 2020 | 2020/21 Sales Book Reviews

Todd Caponi totally nails it in “The Transparency Sale” which was published this year.

In the book’s introduction, Todd harks back to the past (before the digital era) when buyers needed sellers. No longer….and it’s been that way now for some time. In the future, sellers will need to educate themselves in how the ‘buying brain’ actually works. Or putting it another way, forget the old ways of selling and focus on being honest, clear and transparent with your potential new client.

Although the book has fewer than two-hundred pages, I have decided, and not for the first time, to split my review over two weeks. Reason? I think TTS just might be a bit of a groundbreaker – but I’ll let you decide that at the end of next week.

Read on…..

Apart from the important sales ‘history’ quote in my intro, the author states in no uncertain terms that sellers need to have a rethink about the traditional sales process. Is it unfit for purpose in the ‘new normal’ B2B world? Many would shout ‘yes’.

Overall, my prima facie thoughts are that this new-ish book is easy to follow and exceptionally well-researched. I’m particularly impressed that the terms ‘decision science’ and ‘decision fatigue’ feature. Part Two will be next week.

And this #FindDigger

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Tags: behavioural economics, behavioural science, decision science, sales

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