Podcast episode
Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
30 Minutes to President's Club5 Mar 202429 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.
So that might sound something like this. Nick, before we hop on the next call, would it be okay if I maybe share some reasons typically why we find prospects or prospective clients don't typically work with us or don't typically move forward? Sure. And then you list out those things. “Usually, it could be timing could be an issue.” This is not really a priority, even though you might like what we do. Or there could be a budget issue or something like that. Do you think any of those things might be an obstacle before we decide to move forward? Or what are your thoughts? So bringing that up early, I find always very helpful. Beautiful. What's number two?
like, yeah, no, I appreciate it. There's nothing we can do about it now. Good. Like get it out of your head and let it go. And now you know about it sooner rather than later. And now you could have even asked the prospect, what could I have done better? You can't lose if you're going to lose. I think I wrote a post about it recently. Somebody told me when I started selling, “if you're going to lose, just lose without an agenda and you'll only benefit from it.” So I was losing a lot at the time, which is why I got that advice because I was like, instead of losing with an agenda, just lose without one. And you don't know what could happen from it. It can only benefit you if you can turn it around. Number one. And if you can't, you'll know better sooner rather than later. And you move up and you move forward quicker.