Charles Muhlbauer, founder of DiscoveryCoach.io and former sales enablement expert at AlphaSense and CB Insights, shares his insights on improving sales conversations. He emphasizes the importance of 'humbling disclaimers' to lower defensiveness and make tough questions easier for prospects. Charles encourages listeners to dig into vague concerns, refine their questions for clarity, and follow a structured flow during discussions. His techniques focus on building trust and fostering open dialogue, enabling sales professionals to uncover real challenges.

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.

Learn how to handle challenging prospect requests with finesse, offer valid reasons and alternative solutions, and regain control of sales conversations. Address objections upfront to build trust, be authentic with prospects, and act as a guide rather than a servant. Tips for optimizing sales days and sponsor mentions included.

Charles Muhlbauer, founder of DiscoveryCoach.io, is an expert in impactful sales strategies. In this conversation, he shares actionable tips for engaging prospects, emphasizing the importance of addressing their interests. He advises against overcommitting and encourages salespeople to maintain equal footing by offering value first. Muhlbauer highlights the need for honest communication and vulnerability in building trust, transforming sellers from mere servers into effective guides for their clients.

Guest Charles Muhlbauer, Sr Biz Dev Training Manager at CB Insights, Founder at SalesShare, shares impactful sales strategies like impactful questions, humbling disclaimers, and setting upfront contracts. Also, discusses avoiding bad sales habits and using tools like Boomerang and Gong for sales success.