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

Charles Muhlbauer takes us through humbling disclaimers, reverse psychology, and getting to the truth in your discovery calls.Four Actionable TakeawaysThe 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 discoveryClarify, isolate, address the problems in a negotiationCharles Muhlbauer’s Path to President’s Club:Sr Biz Dev Training Manager at CB InsightsFounder at SalesShare======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Discovery

30 Minutes to President's Club | No-Nonsense Sales