Podcast episode
Hall of Fame: Charles Muhlbauer
30 Minutes to President's Club26 Aug 202430 min
Description
FOUR ACTIONABLE TAKEAWAYS If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize. If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest. Don't chase tennis balls. Create equal footing by getting something before we just jump to giving. Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?” 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.
And people respond, it's like similar or along the lines of like loss aversion. People don't want to be pissed off, and I'm trying to give them an opportunity not to be pissed off. And I want to go to my experience. “So I like using language like, so for context, what I found is, or in my experience, what usually happens is, it's kind of like a form of bringing up trouble.” That's why I love bringing up trouble, because bringing up trouble could be anywhere, anywhere. So now I'm bringing up trouble now. So basically saying, the trouble I've experienced when that happens is one, two, and three. That's my concern, and then I'm going for a very hard no. Do you think it's like the worst? I like using the word unreasonable, actually.