200 (Sell) Handling Unreasonable Prospect Asks With Undeniable Truths (Charles Muhlbauer, DiscoveryCoach.io)
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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?”
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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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