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
