Resource topic
Call Coaching
What to Do When a Buyer Says "Just Send Me Some Information"
You'll be able to tell the three different things buyers mean when they say "just send me information," and ask the one question that sorts them. You'll also get a four-point rubric for scoring these calls and a five-minute drill to run with your team.
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.
What Your Reps Should Say When They Don't Know the Answer
You'll get a four-beat script reps can use the moment a customer asks something they don't know, plus a two-column authority exercise that stops overpromising at the source. You'll also get a simple way to build an answer bank from your own recordings and four rubric boxes to score it.
A 30-Day Call-Review Plan for Ramping a New Rep
A week-by-week call-review schedule that takes a new rep from a recorded baseline to running calls without you listening in. You'll get the exact skill to review each week, the drills that fix it, and the bar the rep has to clear before moving on.
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.
Stop Defending Your Price Until You Know Why They Flinched
You'll learn a three-step diagnostic that finds out what's really behind "it's too expensive" before your rep starts defending the number. Includes the five real causes, what each one actually needs, and a single metric to coach against this week.
Coaching the Rep Who Can't Stand a Silent Second on a Call
You'll learn why some reps fill every pause with words, how to spot it in your call recordings, and a specific coaching drill that trains them to let silence do the work.