This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. The best discovery is the one where you ask prospects about things that are left unsaid. Charles shares how to utilize tone and the power of recapping to gain clarity and insight into what your prospect really means.

HIGHLIGHT QUOTES

Be mindful of your tone and your confidence on a call - Charles: "Two things. One, when I'm having a coaching session with an AE and they're talking to me differently than how I hear them on the call, I'm going to ask them straight up, why do you talk to me differently than when you talk to a prospect? Your tone is very calm".

"You're treating me like somebody you know. You're much more casual, still professional... I find that the AEs that perform really well...  sound just the same on the phone as they do when they're talking to me. There is no difference. And so the tone is a big thing.

Recap what your prospects just said to gain clarity- Charles: The second thing... when paying attention to things that are unsaid, which are sometimes the most important, the way to help get there is to recap. and there are AEs that are afraid to recap because they are afraid to indirectly communicate to the prospect that they don't understand something."

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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