1 (Sell): Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
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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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• Things you can steal)