30 Minutes to President's Club | No-Nonsense Sales How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer | Ep. 293 (Sell)
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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.
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Humbling Disclaimers
- Use "humbling disclaimers" like "Iām not quite sure how to ask this" to soften tough questions.
- This reduces defensiveness and makes prospects more receptive.
Focus on Value
- Explain why people talk to you, not just what you do.
- Focus on the problems you solve and how you help clients achieve their goals.
Directness and Control
- Be direct at the end of each call and give prospects an illusion of control.
- Offer them a clear choice to move forward or not, making them feel more comfortable.
