46 (Sell): Asking the right questions to break down your disco call (Charles Muhlbauer, Training @ CB Insights‪)‬ 30 Minutes to President's Club | No-Nonsense Sales

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Four Actionable Takeaways: 

Ask educated impact q’s like: “Besides X, Y, Z, what else happens because of A?”.

Lean on humbling disclaimers before asking the tough questions. 

Bring the future to the present: let’s pretend you love what you see...what happens next?

Disco flow: High level context > raise issues > identify key issue > get a story > impact questions > recap and playback.


Charles’ Path to President’s Club: 

Sr Biz Dev Training Manager at CB Insights

Founder at SalesShare


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