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ACTIONABLE TAKEAWAYS:

1. Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better.
2. Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue.
3. Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open.
4. Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable.

CHARLES' PATH TO PRESIDENTS CLUB

• Founder @ DiscoveryCoach.io
• Sales Enablement Manager @ AlphaSense
• Lead Revenue Enablement Manager @ CB Insights
• Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

• Discovery Course
• Join our weekly newsletter
• Things you can steal