247 (Sell) Ask Tough Sales Questions Without Making it Awkward (Charles Muhlbauer, AlphaSense)

ACTIONABLE TAKEAWAYS

Instead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impact

Find out if the problem is known and cared about across the company or just by one person

Ask easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressured

Position involving decision-makers as beneficial for them, making it easier to get in front of power


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Founder @ DiscoveryCoach.io

Sales Enablement Manager @ AlphaSense

Lead Revenue Enablement Manager @ CB Insights

Senior Sales Training Manager @ CB Insights


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