Podcast episode
Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
30 Minutes to President's Club10 Sept 202436 min
Description
ACTIONABLE TAKEAWAYS Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact Find out if the problem is known and cared about across the company or just by one person Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured Position involving decision-makers as beneficial for them, making it easier to get in front of power PATH TO PRESIDENT’S CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
“Exactly. That's the wrong approach versus that's a reasonable question approach. And I'm going to answer it because it deserves an answer.” What should you do if a prospect asks you a question that you think is irrelevant? I would first acknowledge the question, say, I appreciate the question. And then I ask for permission to reframe the conversation. So that might sound something like, yeah, Nick, that's it. I appreciate the question.
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