课程: Sales Coaching

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Debriefing after a loss

Debriefing after a loss

课程: Sales Coaching

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Debriefing after a loss

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- How do you help your rep recover from a call that was an absolute disaster? As the sales manager, a lot of things are probably going through your mind. You might be angry or frustrated. You might even be sick to your stomach because they lost a big deal and both of you might get fired. Well, all of those thoughts can come later. Right now, at this moment, you have a salesperson, your salesperson, looking to you after a horrific sales call. As the coach, the very first thing you need to ask is, what do you think? Of course, it's easy for you to jump in and go over the list of what you think went wrong, but ask your sales rep first, because in a lot of cases, they already know what went wrong. They're already beating themselves up and they don't need you piling on. Provide your expertise as an observer after they tell you what happened. Keep your comments brief. You might even want to say something like, "You…

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