30 Minutes to President's Club | No-Nonsense Sales #50 - Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
Apr 7, 2021
Charles Muhlbauer, Sr. Biz Dev Training Manager at CB Insights and Founder of SalesShare, shares his expert insights on improving sales discovery. He emphasizes asking educated impact questions and using humbling disclaimers to deepen conversations. The discussion highlights the need for upfront contracts to set expectations and utilizes storytelling for engagement. Charles also explores the importance of breaking bad habits in sales by focusing on genuine interactions over expertise, ultimately fostering stronger client relationships.
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Raising Problems
- Raise potential problems instead of directly asking prospects about theirs.
- Frame problems as observations from other similar teams.
Listening Triggers
- Pay attention to listening triggers like "might," "maybe," etc.
- Use these triggers to delve deeper into potential problems.
Ask "How?"
- Ask prospects how they discovered their problems.
- Encourage them to tell stories, revealing valuable insights.