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

Joe Caprio lays down the line - stop building fluffy rapport and set a proper agenda. Know your sale and use your past customers to back out your discovery questionsFour Actionable Takeaways:Build rapport by kicking off with PPO (purpose, plan, outcome) instead of chit chatFirst 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, ChorusVP Sales, InsightSquared======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

30 Minutes to President's Club | No-Nonsense Sales