30 Minutes to President's Club | No-Nonsense Sales 247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)
53 snips
Sep 10, 2024 Charles Muhlbauer, Founder of DiscoveryCoach.io, shares his wealth of experience in sales enablement from AlphaSense and CB Insights. He emphasizes the importance of asking deeper, non-pushy questions to uncover the roots of problems clients face. Gaining permission to engage prospects comfortably can lead to more open conversations. Plus, he introduces strategies to manage difficult topics like pricing with transparency and rapport. Breaking bad sales habits and utilizing tools for effective communication can transform sales conversations into successful outcomes.
AI Snips
Chapters
Transcript
Episode notes
Learn From Losses
- Ask closed-lost prospects why they chose not to work with you.
- This starts a meaty conversation and enhances conversion probability.
ChatGPT for Sales Questions
- Use ChatGPT to craft better sales questions.
- Ask it to rephrase questions like "Who is the decision maker?" in a less self-serving way.
Recommend Next Steps
- Ask prospects if you can recommend next steps, especially if they seem unsure.
- This positions you as helpful and increases their likelihood of agreeing.