A buyer asks a rep to “send me something” and then goes quiet. Should the manager hand over a follow-up script, or ask questions that help the rep understand what happened?
Heather Gipson and Jenifer Robb role-play both approaches. They show how to reconstruct the buyer conversation, identify a discovery gap, practice a question in the rep’s own words, and agree on one behavior to revisit.
Related reading: Coaching vs. Managing and The #1 Reason Most Pipeline Meetings Fail.
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