#1 - Discovery without the nonsense chit-chat (Joe Caprio, Cofounder @ Reprise, former VP Sales @ Chorus)
30 Minutes to President's Club | No-Nonsense Sales
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How to Create Space for Your Client to Share Information
Reps need to stop asking the one person that they're meeting with if they can have a deal. Rep's need to start interviewing the person and the company as aggressively as they're being interviewed. Stop wasting time with how's the weather and all that stuff. Your actionable tactic is to never stop threading by selling to the wrong person.
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