This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. During discovery, you want to make prospects think about problems. But to get to this conversation, you must create trust first. Charles shares the roadmaps he uses which aim to gain the trust of the prospect.

HIGHLIGHT QUOTES

The roadmap for gaining trust through teaching - Charles: "Team them something first which is problem-related. So I'm a big fan of roadmaps. I love roadmaps. So roadmaps to ask a question, roadmaps to answer a question, followed by asking another question, etc. So the mini roadmap is one... sharing context, two sharing insight, three humbling disclaimers, and four asking an open-ended question to what extent."

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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