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 questions

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

Focus Areas: Discovery