课程: Sales Coaching

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10 minutes before a call

10 minutes before a call

课程: Sales Coaching

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10 minutes before a call

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- Imagine you only have 10 minutes before the big sales call. You're sitting with your rep in the waiting room, physical or virtual, and you're waiting for the customer to let you in. As a sales coach, what can you do in those 10 minutes that will improve the odds of a successful sales call? First off, here's what not to do. Do not go through endless details of the pitch at this moment. If your rep doesn't know it by now, odds are, they're not going to learn it in (chuckles) the next nine and a half minutes. Focusing on these kinds of details just elevates the stress level of the rep, because now they're thinking, "Oh my gosh, what did I forget? Do I have the right answer?", blah, blah, blah. All that negative energy is just going to trot itself right into the sales call. Instead, you want to have a quick conversation with your sales person about the customer. Now, if you ask your rep in that critical time, "What…

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