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May 2020
33m 7s

1 (Sell): Discovery without the nonsense...

Armand Farrokh & Nick Cegelski
About this episode

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0


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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