Podcast episode
Hall of Fame: Charles Muhlbauer
30 Minutes to President's Club29 Jan 202425 min
Description
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 PATH TO PRESIDENT'S CLUB Sales Enablement Manager @ AlphaSense · Full-time Founder @ DiscoveryCoach.io Lead Revenue Enablement 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.
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, Armand, 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?” Why are you looking at someone like us? This is an example of me pushing you away, that's kind of like at the end, me getting you emotional. There was a time where I said it on a call where I said, Nick, sometimes you'll come across a prospect where they'll say, Nick, most of the time, especially with Josh Braun.