Coach a rep away from feature-first pitching by using SPIN-style problem depth and a repeatable call sequence.
Maya M Account Executive 1 Validate 2 Diagnose 3 Replace Post-call review 20 sec Feature dump Maya knows she lost the call but is already embarrassed. If you coach carelessly, she will defend instead of learn. The manager needs both honesty and a sequence Maya can actually use on the next call. Coach move 1 min SPIN transfer Validate the stress -> name the break -> give the replacement pattern
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