HIGHLIGHTS02:21 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 clients23:58 Always set a price in the beginning28:05 Connect with ToddQUOTES 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."Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Todd in the links below:Book: https://www.transparencysale.com/the-bookWebsite: https://www.transparencysale.com/LinkedIn:  https://www.linkedin.com/in/toddcaponi/Podcast: https://podcasts.apple.com/us/podcast/the-sales-history-podcast/id1571354113Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/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.