Compare: inspection language vs coaching language
Recognize the difference between inspection questions and coaching questions in sales management.
Inspection or coaching? Two useful modes, different jobs Switch modes consciously. Reps feel the difference immediately. What is the shortest test for whether you are coaching? Can the rep name the one behavior they will practice on the next call? If not, the conversation likely stayed at inspection or commentary. What is the shortest test for whether you are inspecting? Can both of you state the current deal reality and next action clearly? If not, you may be talking without operational clarity. Which question belongs where? Deal truth and behavior truth should not be confused. comparison flashcard hero-principle
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