Hey Reader,

Here's your quick Discovery insight for the week.

To ensure your prospect is always honest with you, do the following:

ALWAYS remind them they are more than welcome to tell you 'no.'

In other words...

Let them know they always have permission to tell you that your offering is not a fit for them, and you're inviting them to tell you as soon as they know it.

This accomplishes two BIG things.

(1) It empowers the prospect to tell you how they TRULY feel about your offering, GOOD or BAD. And in conclusion...

(2) GOOD news empowers them to sell themselves, and BAD news empowers them to HELP you save yourself time.
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This can look like the following:

End of a demo:​
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​AE: “Based on everything we looked at today, to what extent do you believe we have the capability to solve the issues you shared, or do you feel it's really not a good fit and we should not speak any further?"

Notice how we are reminding our prospects that they have permission to tell us 'no.'
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Providing them with an "or do you feel it's not worth speaking further" type statement provides your prospect with an opt-out.
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They love opt-outs so much, they will thank you for the opt out with an honest answer.
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The MORE you can remind your prospect, the better your chances of closing the RIGHT deals SOONER.
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Stay curious,

-Charles M.
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