#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
- Use “To what extent” to turn any close-ended question into an open-ended question.
- Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
- Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
- Lead Enablement Manager @ CB Insights
- Enterprise Account Executive @ Sentieo
- Sr. Account Executive & Team Lead @ Axial
- Sr. Associate @ Deloitte
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
- Use “To what extent” to turn any close-ended question into an open-ended question.
- Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
- Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
- Lead Enablement Manager @ CB Insights
- Enterprise Account Executive @ Sentieo
- Sr. Account Executive & Team Lead @ Axial
- Sr. Associate @ Deloitte
RESOURCES DISCUSSED
2022-07-13
29 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.