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: 2023-01-27T15:00:07+00:00
Duration: 44 s
Channel: Kevin "KD" Dorsey
Description: Excerpt from a 2023 YouTube video (Kevin 'KD' Dorsey hosting Charles Muhlbauer) offering sales/discovery advice: advocate "selling through questions" by…

27 Jan 2023 · 1 min

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Excerpt from a 2023 YouTube video (Kevin 'KD' Dorsey hosting Charles Muhlbauer) offering sales/discovery advice: advocate "selling through questions" by asking diagnostic questions that implicitly signal you have solutions, using discovery to surface needs (example: connect rates), and securing permission to ask tough questions. Emphasizes planting seeds about potential solutions during discovery and overcoming reluctance to ask difficult questions.

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You can actually sell through questions, because you wouldn't be asking some of these questions if you didn't have solutions to them. And that's what people forget about discovery. I wouldn't be asking you about connect rates if I didn't have a way to improve your connect rate. And so you're subtly, like, planting seeds of they may have something for this as well through discovery, which I think is really good. You got permission, and I'm a big believer in this as well. A lot of salespeople feel like you want to avoid being told no, so I'm just going to ask it. I'm not going to get permission, especially when it comes to the tough questions.