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

Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer

Name: Unravel the Things Left Unsaid by Your Prospect with Charles Muhlbauer
Uploaded: 2023-01-27T16:00:08+00:00
Duration: 52 s
Channel: Kevin "KD" Dorsey
Description: A short excerpt from a sales-coaching YouTube video (hosted/uploaded by Kevin 'KD' Dorsey) in which Charles Muhlbauer explains a "recap" technique for…

27 Jan 2023 · 1 min

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A short excerpt from a sales-coaching YouTube video (hosted/uploaded by Kevin 'KD' Dorsey) in which Charles Muhlbauer explains a "recap" technique for conversations with prospects or account executives. He outlines three possible prospect responses to a recap (agreement, partial correction/clarification, or agreement-plus-expansion) and explains that recapping reduces pressure on the seller, improves presence and listening, and elicits better questions and follow-up.

Chapters

One of two things happen. They either say, exactly, you got everything correct. Which is what I want to know. Two is they'll say, well, no, that's not exactly what we do or how we do it. What the problem we have is. It's this. Oh, okay, clarification. Or three, you got it exactly right. And they say, yeah, and. And then they tell you more. That also gives the AE a chance to continue to think. When I'm recapping what you just said. It takes any pressure off of me to think about what I want to do next or what I want to ask next. Actually, an amazing solution to take all the pressure off me when I would normally say without recapping. Oh, okay, Kevin, cool. And then I'm like, what do I want to ask next? In the meantime, I could just recap. Oh, so what is that? So what you're saying is this, this, and this and that. Oh, interesting. And now I'm, like, out of my head completely. And now I can listen more, be more present, be more curious, and the questions will come better.