Using Head Trash and Clarification Questions in Sales Conversations

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

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