Resource topic

discovery

The Rep Who Answers the Question the Buyer Didn't Finish Asking

You'll learn how to tell the difference between a rep who's rude and a rep who's just fast, and why most interrupting is a confidence problem, not a manners problem. You'll get a scoring method, three drills, and the exact words to use in a coaching session.

Coach Your Reps to Ask One Question at a Time

You'll learn to spot the three shapes of question stacking on a recorded call and count them in the first five minutes. You'll also get the exact one-on-one script and rubric line that gets a rep from four stacks per call down to one.

The Two-Sentence Test That Separates Value Selling From Feature Dumping

You'll get a specific, scoreable definition of whether a rep tied a recommendation to something the buyer actually said, plus the exact language to coach when they didn't. Includes a three-level rubric you can start using on this week's calls.