Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer

Name: Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer
Uploaded: 2023-02-02T06:03:00+00:00
Duration: 12 s
Channel: Kevin "KD" Dorsey
Description: This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is an excerpt from a YouTube video titled "Ask the…

2 Feb 2023 · 0 min

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This content was created by Kevin "KD" Dorsey. This content was uploaded by Kevin "KD" Dorsey. This is an excerpt from a YouTube video titled "Ask the Tough Questions to Make Discovery Better with Charles Muhlbauer" (created 2023-02-02). The clip is a short dialog between an interviewer (SPEAKER A) and Charles Muhlbauer (SPEAKER B) about improving discovery conversations/sales calls. SPEAKER B lists three key takeaways to make discovery better—recapping, a humbling disclaimer to ask difficult questions, and asking for permission—and explains these reduce ego, increase vulnerability, and encourage the prospect to help.

If you could narrow it down. We've been going for 45 minutes now. Three key takeaways. If they forgot everything but three things that would make their discovery better, what would those three things be?
Recapping, humbling, disclaimer to ask difficult questions and asking for permission. Those three things help reduce your ego, help you become more vulnerable, and allow the prospect to want to help you.