This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. Discovery can seem like a seller ticking boxes of questions. Charles shares how to make the conversation flow by taking your prospect's answers and contextualizing them back to them. He also gives tactical advice on being accurate rather than optimistic and how this takes the pressure off of the prospect to be upfront about "no."

HIGHLIGHT QUOTES

Base your questions on what the prospect just said - Charles: "You can have the best discovery questions on planet Earth, but if your discovery questions are not based on what the prospect literally just told you, it will be an interrogation."

Get a reply by being accurate rather than optimistic - Charles: "The main reason a prospect will ghost you is that they are afraid to tell you no. So I love always telling the prospect I'd rather be more accurate than optimistic here. It's okay to tell me no, don't worry about it. I'll say it all day."

You can find out more about Charles in the links below:

• LinkedIn: https://www.linkedin.com/in/charlesmuhlbauer/
• Website: https://www.cbinsights.com/

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