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Speaker: Charles Muhlbauer

The AEs that I coach, Some of them have expressed to me that and I wrote this down, they don't necessarily know how to guide their prospect to buy after the prospect has expressed interest in their offering, assuming the account executive knows how the decision making process works, the prospect has told them the problem, the prospect has told the account executive this is how you can help us, a lot of them just don't know where to go from there. So it's my style not to overcomplicate sales. So one simple question you can ask your prospect among many others. One simple question is "Bob, is there any reason why you wouldn't want to move forward at this point?" Something like that. If I were to choose a different version, I might say "Bob, I guess what is stopping us from moving forward and working together?" ask about the negative, ask them if there's anything that's stopping us from moving forward and signing an agreement. It's a direct question. It focuses on the no so to speak, so that they're safe and it will empower your prospect to at least think about next steps. Hope that's helpful. Thank you