#120 - Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)

30 Minutes to President's Club | No-Nonsense Sales · Jul 13, 2022 · 29m

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FOUR ACTIONABLE TAKEAWAYS

Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.

Use “To what extent” to turn any close-ended question into an open-ended question.

Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?

Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”

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Lead Enablement Manager @ CB Insights

Enterprise Account…