Your host, Glenn Poulos, talks with the Founder, Speaker, and Workshop Leader, Todd Caponi. One of the most intriguing discussions with Todd revolved around a pivotal research study he conducted with Northwestern University. The study unearthed a counterintuitive insight: buyers often bypass five-star reviews and are drawn to negative reviews first. This behavior suggests that products with less-than-perfect reviews can sell at a higher conversion rate than those with flawless ratings. The lesson here is clear—transparency sells better than perfection. This revelation inspired Todd to pen a book on the subject, providing a fresh perspective on the role of transparency in driving successful sales outcomes.Todd emphasized the psychological aspects of buyer behavior. He explained how leading with transparency can significantly enhance sales cycle speed, win rates, and the overall qualification process. This approach not only aligns with the buyer's expectations but also fosters trust and credibility, which are crucial in any sales relationship.To learn more about Todd's work, click HERE and HERE.Think you'd be a great guest on the show? Apply HERE.Want to learn more about Glenn's work? Check out his website at https://glennpoulos.com

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