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: 2023-02-02T06:02:15+00:00
Duration: 53 s
Channel: Kevin "KD" Dorsey
Description: Excerpt from a YouTube coaching video (Kevin 'KD' Dorsey upload) where the speaker (Charles Muhlbauer) teaches how to ask direct discovery questions. The…

2 Feb 2023 · 1 min

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Excerpt from a YouTube coaching video (Kevin 'KD' Dorsey upload) where the speaker (Charles Muhlbauer) teaches how to ask direct discovery questions. The speaker outlines three primary tactics: 1) use a "humbling disclaimer" (e.g., prefacing with "I could be way off...") to soften a direct question; 2) ask permission to pose a blunt question (e.g., "Can I maybe ask you... a pretty direct question?"); and 3) depending on rapport, ask the direct question (e.g., "who"). Examples reference a person named Kevin as the interlocutor and emphasize phrasing, timing, and rapport.

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The humbling disclaimers are, hey, Kevin, I could be way off or I could be way out of bounds when I ask this question. I'm not trying to ask it, but when you say you have a problem with X, like, how long has that been an issue for? And then you can end that question again with another humbling disclaimer by saying, I'm just really curious to understand how you guys operate. So it's like your sandwich, like a disclaimer sandwich, if you will, that allows you to ask a direct question. That's one way. Another way. Oh, that's very interesting. Can I maybe ask you, like, a really weird question about that? Kevin, Can I maybe ask you, like, a pretty direct question about that? Would that be okay? It gives me another chance. Just like the humbling disclaimer gave me a chance for asking for permission, gives me a chance to ask you a very direct question. And then the third way, depending again on your rapport and the type of prospect it is, just say, oh, that's interesting. And then just ask, who.