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Charles Muhlbauer for Discovery Insights...

October 27, 2022

Video Transcript


Speaker: Charles Muhlbauer

"Charles, how can I learn to slow down on a sales call instead of jumping to my solution?"

Charles Muhlbauer: You should never feel the need to speed up during Discovery. Two very easy things to do to help yourself slow yourself down during discovery conversations. Number one, Recap what your prospect has told you. Don't recap for the sake of recapping, recapping to ensure your understanding what they're saying. It cannot hurt you for a whole host of reasons. The second thing, Ask your prospect for permission to ask questions, "Bob, really appreciate you sharing this with me. is it okay if I ask you maybe two or three questions about that?" they'll say yes, it'll help you slow down. You've already gotten permission to ask questions, to think, and to do so thoughtfully and not skip steps.



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