#436 - How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer

#436 - How to Make Prospects Open Up Without Feeling Pressured | Charles Muhlbauer

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST https://www.30mpc.com/course/discovery-course -- ACTIONABLE TAKEAWAYS: Use Humbling Disclaimers: Preface tough questions with softening statements like, “I’m not quite sure how to ask this,” or “This might feel direct.” It lowers defensiveness and makes hard questions land better. Dig Into Prospect Rumblings: Prospects often hint at problems rather than state them outright. Listen for vague concerns and use a humbling disclaimer to drill deeper into the real issue. Refine Bucket Questions: Instead of stating, “Every CRO faces these three problems,” add nuance: “Many CROs I speak with mention challenges like…” This avoids defensiveness and keeps the conversation open. Follow a Clear Flow: Get permission to ask questions, surface problems without assumptions, prompt for real examples, then use humbling disclaimers to quantify impact without making prospects uncomfortable. CHARLES' PATH TO PRESIDENTS CLUB Founder @ DiscoveryCoach.io Sales Enablement Manager @ AlphaSense Lead Revenue Enablement Manager @ CB Insights Senior Sales Training Manager @ CB Insights RESOURCES DISCUSSED Discovery Course Join our weekly newsletter Things you can steal

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#510 - Here’s my $250M ARR Sales Management System

#510 - Here’s my $250M ARR Sales Management System

🚨 SAVE $100 ONLY IF YOU JOIN THE COURSE BEFORE 10/17: https://bit.ly/4o8KtMT Sales managers: No one ever teaches you how to do your job. If you've ever wondered... Why are my pipeline review...

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#509 - Sales Hiring Secrets No One Talks About

#509 - Sales Hiring Secrets No One Talks About

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#508 - I Got Promoted to VP of Sales at 29. Here’s how.

#508 - I Got Promoted to VP of Sales at 29. Here’s how.

This Is Why Everyone Else Is Getting Promoted Faster Wondering why you’re stuck while your peers keep getting promoted? It’s not about tenure or luck—it’s about strategy. In this video, we break down...

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#507 - Creative deal structure that buyers can't resist  | Mark Kosoglow

#507 - Creative deal structure that buyers can't resist | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

#506 - How To Lead Sales Trainings (That Don’t Put Your Reps to Sleep)

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#505 - The Most Confusing Objection in Sales

#505 - The Most Confusing Objection in Sales

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#504 - Directing your sales process like a movie | Mark Kosoglow

#504 - Directing your sales process like a movie | Mark Kosoglow

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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#503 - After Closing $250M in Deals, I Found a Faster Way to Sell

#503 - After Closing $250M in Deals, I Found a Faster Way to Sell

Huge Announcement 👉 Our next course is here: The Sales Management Operating System Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical le...

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