Guest: Charles Muhlbauer

LI: https://www.linkedin.com/in/charlesmuhlbauer/

Topic: Discovery.

Quick Intro: You know what they say, if you want to make money, then follow the money. I am a firm believer that in sales, the money isn’t in the follow-up, it’s in the discovery! That’s why I’m pumped to have Charles Muhlburger on the show today to talk all things discovery. He COMES from the money industry, doing big things at Morgan Stanely and then Enterprise selling to private equity. This guy gets how to generate serious revenue, but also gets discovery. So much so it’s damn near the only thing focuses on now as the Head Sales trainer at CB Insights. I’m excited to discover all he has to teach on discovery.

Short and Sweet/Set the stage

1. Why is discovery the foundation of EVERYTHING?!

Core Questions

1. 1. "ANOT" in the upfront contract
2. 2. A formula for asking my first problem question
3. 3. Using Humbling Disclaimers to ask tough questions
4. 4. A solid way to transition to next steps during a first discovery call
5. 5. The "I'd rather be more accurate than optimistic" approach
6. 6. The power of recapping and how it helps me listen better
7. 7. Pointing out what is being inferred or left unsaid (or the negative assumption recap)
8. 8. Always telling them we don't have to work together or that we might not be the best fit to work together.
9. 9. Asking for permission to ask a very direct question

The Tactical Tips: The Big 3.

If they were to forget everything in this episode except 3 things. What would those 3 things be?