I get called out a lot by sales management for being "too transparent" with my clients but honestly that is just how I sell. If a buyer asks me a price question I give them a price answer, no nonsense, no fluff, just tell them the price and ask if that's what they expected it to be.
If there's a delay in executing something like a contract and the slow down is coming internally (from say, our legal team) I am honest about that too. The client doesn't need to only see us at our best, it's actually MORE important (imo) that they see us as humans, so that they don't come to expect absolute perfection from us. I've also felt that doing this kind of shit builds trust WAY faster.
Anyway, I've done extremely well building a solid pipeline and although it took me 2 years I am finally crushing every single quarter and my margins just keep growing... so obvi I'm doing something right.
What is your opinion on transparency in sales? Do you use it? Is there such as thing as being "too transparent"?