#1 - Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)

30 Minutes to President's Club | No-Nonsense Sales · May 12, 2020 · 33m

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Four Actionable Takeaways:

Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chat

First is best. Rank your top buying signals. The moment you find one, use it and move on.

Use situational questions to narrow down the key problem areas in a discovery.

Stop finishing sentences for prospects to placate your own insecurities. Let the silence sit.

Joe Caprio's Path to President’s Club:

Co-Founder, Reprise (today)

VP Sales, Chorus

VP Sales, InsightSquared

RESOURCES DISCUSSED

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