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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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?” PATH TO PRESIDENT’S CLUB Lead Enablement Manager @ CB Insights Enterprise Account Executive @ Sentieo Sr. Account Executive & Team Lead @ Axial Sr. Associate @ Deloitte RESOURCES DISCUSSED Join our weekly newsletter Things you can steal