Enjoy this clip from episode 247 w/ Charles MuhlbauerACTIONABLE TAKEAWAYSInstead of focusing on quantifying pain, ask deeper questions about the problem’s origins and previous solutions, this will naturally reveal the impactFind out if the problem is known and cared about across the company or just by one personAsk easy, non-pushy questions like “Why is that a problem?” to get the prospect to share the impact without feeling pressuredPosition involving decision-makers as beneficial for them, making it easier to get in front of powerPATH TO PRESIDENT’S CLUBFounder @ DiscoveryCoach.ioSales Enablement Manager @ AlphaSenseLead Revenue Enablement Manager @ CB InsightsSenior Sales Training Manager @ CB InsightsRESOURCES DISCUSSEDJoin our weekly newsletterThings you can steal