#50 - Asking the right questions to break down your disco call (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 Takeaways: Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.Lean on humbling disclaimers before asking the tough questions. Bring the future to the present: let’s pretend you love what you see...what happens next?Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.Charles’ 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