3 Behind-the-Scenes Reasons Your Reps Are Losing Control of Every Call

What's in it for you:

Learn to identify "below the waterline" psychological traits, such as the Need for Approval, that cause reps to lose control of sales calls.
Master the transition from simply telling reps what to do to coaching them on the mindset and preparation required for consultative conversations.
Discover how to establish clear primary and secondary objectives to move beyond "smashing the ball around" during pre-call planning.
Gain techniques for starting calls with a strong statement of intent to retain control when dealing with high-level executives.
Acquire strategies for using structured probing and strategic questions to regain leadership when a prospect takes a conversation off track.
Understand how to use data to diagnose hidden performance gaps like disorganization and negative outlook that surface-level tactics cannot fix.
Observe live mock-coaching frameworks that demonstrate exactly how directors should guide managers and reps through difficult call scenarios.