23 min listen
106 (Sell): Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
106 (Sell): Looking for trouble with humbling disclaimers to land your deals on the button (Charles Muhlbauer, Lead Enablement Manager @ CB Insights)
ratings:
Length:
29 minutes
Released:
Jul 13, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
Use “To what extent” to turn any close-ended question into an open-ended question.
Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
Lead Enablement Manager @ CB Insights
Enterprise Account Executive @ Sentieo
Sr. Account Executive & Team Lead @ Axial
Sr. Associate @ Deloitte
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Go back to “home plate” and re-anchor to top priorities when dealing with demo “nitpicks”.
Use “To what extent” to turn any close-ended question into an open-ended question.
Turn your demo into more discovery with (a) HOW does this compare? (b) WHERE does this fit in your workflow? (c) WHO would use this?
Seek out hesitation. “Based on what you’ve seen today, what would prevent us from moving forward?”
PATH TO PRESIDENT’S CLUB
Lead Enablement Manager @ CB Insights
Enterprise Account Executive @ Sentieo
Sr. Account Executive & Team Lead @ Axial
Sr. Associate @ Deloitte
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Jul 13, 2022
Format:
Podcast episode
Titles in the series (100)
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff): Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x Startup Seller and Sales Advisor======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationist by 30 Minutes to President's Club | No-Nonsense Sales