Podcast episode
Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)
30 Minutes to President's Club28 Oct 202025 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways The humbling disclaimer: “I feel a bit crazy asking this question, but…” Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?” Take the headtrash out on your calls and be overly transparent in your discovery Clarify, isolate, address the problems in a negotiation Charles Muhlbauer’s 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
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And I say, great. I guess I don't really know how to ask this using a humbling disclaimer and saying, well, what were you thinking? So now I'm negotiating. We're beginning to negotiate before I tell you what I need to get that price point down. “You might give me an unreasonable price point, and then there's nowhere to go from there.” You might give me a price point where it's actually reasonable. Now if you do that, now I might say, well, okay, out of curiosity, pardon me if this is an out-of-bounds question, but if we were to hypothetically agree to that price point, when do you think we can get an agreement signed? Now he may push back on that, right?
So, I might be like, Arman, you mentioned you're looking to fix this problem, assuming I was lucky enough for you to admit to a problem, right? A lot of people don't even do that, it's in a separate conversation, but if I'm lucky enough for you to admit to a problem or to hint to admitting to a problem, I might say, Arman, I'm not sure how to ask this, but is it fair to say that you've exhausted all “internal resources to fix this on your own?” Now, you might say, no, we haven't. I as a salesperson, if I'm pretty confident and experienced, I might just push you away and say, well, why don't you just do that first, right? Why are you looking at someone like us? This is an example of me like pushing you away, that's kind of like at the end, me getting
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