Hall of Fame: Charles Muhlbauer

FOUR ACTIONABLE TAKEAWAYS

• If you say yes to doing something for a prospect and then realize you shouldn’t have offered that, call them to apologize.
• If you are giving reasons to a prospect for why something they asked for is not the best idea, make those reasons about them and in their best interest.
• Don't chase tennis balls. Create equal footing by getting something before we just jump to giving.
• Be a guide, not a servant. Buyers are not looking for us to say yes to everything. Evaluate every ask through “is this actually the best way for the buyer to get what they're looking for?”

PATH TO PRESIDENT’S CLUB

• Founder @ DiscoveryCoach.io
• Sales Enablement Manager @ AlphaSense
• Lead Revenue Enablement Manager @ CB Insights
• Senior Sales Training Manager @ CB Insights

RESOURCES DISCUSSED

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• Things you can steal