30 Minutes to President's Club | No-Nonsense Sales cover image

30 Minutes to President's Club | No-Nonsense Sales

How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer | Ep. 293 (Sell)

Mar 11, 2025
Charles Muhlbauer, founder of DiscoveryCoach.io and former sales enablement expert at AlphaSense and CB Insights, shares his insights on improving sales conversations. He emphasizes the importance of 'humbling disclaimers' to lower defensiveness and make tough questions easier for prospects. Charles encourages listeners to dig into vague concerns, refine their questions for clarity, and follow a structured flow during discussions. His techniques focus on building trust and fostering open dialogue, enabling sales professionals to uncover real challenges.
41:18

Podcast summary created with Snipd AI

Quick takeaways

  • Using humbling disclaimers when asking tough questions helps reduce defensiveness and fosters a more open dialogue with prospects.
  • Giving prospects a sense of control during conversations enhances their engagement and encourages them to share their genuine concerns.

Deep dives

The Power of Humbling Disclaimers

Humbling disclaimers are crucial for expressing insecurities or fears when asking tough questions. For instance, prefacing a difficult inquiry with a statement like, 'I feel a little awkward asking this,' can ease the tension and prompt the prospect to respond more openly. This approach not only helps mitigate anxiety for both the salesperson and the prospect but also encourages thoughtful responses from the latter. By openly acknowledging the discomfort of certain questions, sales professionals create an environment conducive to honest dialogue.

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.
App store bannerPlay store banner

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export

Send highlights to Twitter, WhatsApp or export them to Notion, Readwise & more

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode