This episode of the Live Better Sell Better Podcast features Charles Muhlbauer, Lead Revenue Enablement Manager at CB Insights. There are 4 triggers during discovery that alert sellers that they should stay and keep asking questions. Charles shares what these triggers are and how you, as sellers, can stay curious and STAY in the conversation.
HIGHLIGHT QUOTES
Keep the mindset of curiosity and stay there - Charles: "It's a mindset and the mindset is I want to complete, as an AE, I want to completely forget about myself totally and I just want to stay in curiosity land. And for people who have trouble being curious, I tell them to try to act as if the person that is telling you something is telling them something that's one of the most interesting things they've ever heard of in their life, and stay there."
You can find out more about Charles in the links below:
Live Better. Sell Better. is sponsored by our proud partner:
Vidyard | vidyard.com
Chili Piper | chilipiper.com
Rocket Reach | rocketreach.co
Orum | orum.com
Clari | clari.com
Invest in Salespeople to Develop Their Human Skills with Andy Paul
Creating More with Less Makes Sense, But How? with Mike Rosenberg
PLG Strategies to Grow Users from the Bottom Up with Yaakov Carno
Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey
Recap and Coach: Make Buying Easier for Your Contact with Kevin "KD" Dorsey
Schedule and Commit: Get Buyers to Agree to an Action with Kevin "KD" Dorsey
Get What You Want by Giving Mobilizers What They Want with Kevin "KD" Dorsey
Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer
Decision-Maker Versus Approver: How to Empower a Mobilizer with Kevin "KD" Dorsey
Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer
Set Yourself Up for Success in Closing Through Discovery with Kevin "KD" Dorsey
The Upfront Contract Gives the Prospect an Out to Say No with Charles Muhlbauer
Ease the Pressure by Being Accurate, Not Optimistic with Charles Muhlbauer
A Roadmap to Gaining The Prospect’s Trust with Charles Muhlbauer
The Goal of Discovery Is to Make Prospects Think with Charles Muhlbauer
Grow Early Stage Startups Through Partnerships with Sean Paulseth
Tactics for Problem-Based Discovery with Kevin "KD" Dorsey
A Simple Comp Plan Makes Everyone Profit with Dan Goodman
Slow Down to Speed Up: Personalization Leads to Lead Conversion with Stephanie Valenti
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Right About Now with Ryan Alford
The Marketing Secrets Show
The Influence Factor by The Influencer Marketing Factory
The Agile Brand™ with Greg Kihlstrom
Better Advertising with BTR Media