#27 - Using the humbling disclaimer to ask your hardest discovery questions (Charles Muhlbauer, Training @ CB Insights)

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Four Actionable Takeaways

• The humbling disclaimer: “I feel a bit crazy asking this question, but…”
• Use the scale - “is this a 1 meaning it’s the worst thing you’ve ever seen, or a 10?”
• Take the headtrash out on your calls and be overly transparent in your discovery
• Clarify, isolate, address the problems in a negotiation

Charles Muhlbauer’s Path to President’s Club:

• Sr Biz Dev Training Manager at CB Insights
• Founder at SalesShare

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