30 Minutes to President's Club | No-Nonsense Sales #120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
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Jul 13, 2022 Charles Muhlbauer, Lead Enablement Manager at CB Insights, brings his wealth of experience from previous roles to discuss effective sales strategies. He emphasizes the power of asking open-ended questions to deepen conversations and navigate objections. Listeners learn how to transform demos into discovery opportunities and encourage honest feedback with humbling disclaimers. Charles also shares insightful techniques for managing sales pipelines to streamline deal acceleration, making the sales process more effective and engaging.
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Verbalize Unspoken Concerns
- If you sense or feel something unspoken in a sales conversation, verbalize it.
- Address tension or lack of engagement directly by acknowledging your perception and asking for confirmation.
Soften Tough Questions
- Soften tough questions with a relatable statement before asking. Acknowledge the prospect's perspective and normalize their potential hesitations.
Ask About Hesitations
- Directly ask prospects about their hesitations. Uncover potential roadblocks by asking what might prevent them from moving forward.