Podcast episode
Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights)
30 Minutes to President's Club7 Apr 202133 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”. Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next? Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback. Charles’ Path to President’s Club: Sr Biz Dev Training Manager at CB Insights Founder at SalesShare RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
problem or a goal, that sounds something like, Nick, we might have an issue with coverage in a certain area of the healthcare sector. So instead of moving on, that might is a hint to a problem, and that gives me the right “to say, when you say you might have a problem, how do you mean?” Or when you say you might have a problem, can you tell me a little bit more about that? It gives you the right to then have the prospect tell you what that means, and then that'll help themselves build a problem for them for you. Round us out, Charles. What's number three?
Okay, when would you like to have the next call? Tuesday 3.30. Awesome. By the way, just out of curiosity, what I didn't ask is, I wasn't sure, you know, assuming, let's pretend we end up working together. I recognize it doesn't happen every single time I speak with somebody, but let's pretend we end up working together. “How do you guys make decisions on this type of stuff?” Right? So I might ask that. I might ask, cool, who else on your team do you think might feel left out if they weren't on the next call? Or who else on your team do you think might feel that it's important to be on the next call also? Fine. Now before the demo, you can say, let's say you didn't ask it on this call, but you're
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.