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.
I'd rather use them too many times than not at all. So I might be like, Armand, you mentioned you're looking to fix this problem, assuming I was lucky enough for you to admit to a problem. 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?
And this is kind of like Josh Braun-ish where he's using a humbling disclaimer. You might say, well, I don't really know if what I'm about to tell you is going to be very important. It's not important for everybody that we talk to. But the reason why I'm calling is X, Y, and Z. And I was wondering to what extent. “Do you think this might be relevant for you?” Or do you think I called the wrong person? So I'm like neutralizing the question at the end. I'm giving a bit of a disclaimer in the beginning, right? Well, honestly, I feel like such a buffoon asking this final question. But Charles, do you mind if I regurgitate the same question that I ask every single person that comes on this show? Please. Thank you.
And this is kind of like Josh Braun-ish where he's using a humbling disclaimer. You might say, well, I don't really know if what I'm about to tell you is going to be very important. It's not important for everybody that we talk to. But the reason why I'm calling is X, Y, and Z. And I was wondering to what extent. Do you think this might be relevant for you? “Or do you think I called the wrong person?” So I'm like neutralizing the question at the end. I'm giving a bit of a disclaimer in the beginning, right? Well, honestly, I feel like such a buffoon asking this final question. But Charles, do you mind if I regurgitate the same question that I ask every single person that comes on this show? Please. Thank you.
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